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How to Measure an Account's Potential

Practical Wisdom from Kahle Way Sales Systems

Release Date: 11/08/2019

Are Your Sales & Marketing Efforts Like Popcorn? show art Are Your Sales & Marketing Efforts Like Popcorn?

Practical Wisdom from Kahle Way Sales Systems

How do you effectively and consistently grow your business?  One common mistake is to pursue a strategy I call popcorn, instead of building a solid sales system.

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How to Identify Your Target Markets show art How to Identify Your Target Markets

Practical Wisdom from Kahle Way Sales Systems

Focusing on one or more target markets is one of the key processes to building a successful sales system for your business or practice. But, business people are often unsure of how to go about the process of identifying those markets that hold the greatest potential.  Here are seven strategies to help you identify your highest potential target markets.

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Shrink Your Market to Expand Your Business show art Shrink Your Market to Expand Your Business

Practical Wisdom from Kahle Way Sales Systems

One of the biggest decisions a business makes is the decision on which market segment to focus.  ‘Market segment’ is the term that describes a group of suspects and prospects who have something in common. One of the most powerful principles of effective sales systems principles this:  Define your target market as narrowly and precisely as possible. In this podcast, we unpack that powerful strategy.

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Personal Responsibility show art Personal Responsibility

Practical Wisdom from Kahle Way Sales Systems

What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain?  What is the fundamental building block for individuals which, more than anything else, equips them to successfully implement change?  It is something that is becoming increasingly rare -- a motivating sense of personal responsibility.   The Sales Leader's Group in the Xi Community Learn More Here.

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Welcome to The Age of Turmoil show art Welcome to The Age of Turmoil

Practical Wisdom from Kahle Way Sales Systems

We all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to recognize and navigate it will be the single biggest challenge for the rest of our careers. The XI Community.

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Scattered & Unfocused?  Create a VAP show art Scattered & Unfocused? Create a VAP

Practical Wisdom from Kahle Way Sales Systems

There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of activities is the creation of a value-added position (VAP).  Next to the company’s vision, mission and values statements, a VAP contains the most important words an organization can create.  It often forms the first impression the market forms of your company, and frequently bounces around in their head like a tune from...

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Sales Management Myths:  100% Commission show art Sales Management Myths: 100% Commission

Practical Wisdom from Kahle Way Sales Systems

: For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let’s consider this together.

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It is The Risk, Not The Price! show art It is The Risk, Not The Price!

Practical Wisdom from Kahle Way Sales Systems

Salespeople are sick of hearing “Your price is too high.”  But, what if the real issue isn’t the price?          Here’s a secret that almost nobody knows, including all those gurus telling you to sell value.  They don’t always buy the best value.  But, they can invariably be counted on to buy the lowest risk!          The biggest issue in the minds of your customers and prospects is not price, and it is not value – it is risk.   Let’s dig into this. The XI Community.

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How to Handle a Plateaued Salesperson show art How to Handle a Plateaued Salesperson

Practical Wisdom from Kahle Way Sales Systems

One or more of your salespeople has leveled off.  Their performance hasn’t improved much in the last few years.  You know that these experienced salespeople can do better, but they seem unable or unwilling to break out of a certain level of performance.  You are scratching your head, frustrated, and losing sleep at night wondering how to improve the situation.  What do you do? Here’s a simple, effective strategy:   

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Three Ways to Add Advisers to Your Business show art Three Ways to Add Advisers to Your Business

Practical Wisdom from Kahle Way Sales Systems

 “Plans fail when there is no counsel, but they succeed                    when advisers are many.“ (Proverbs 15:22)  This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn't appear to be pointed only at businesspeople, the application of that wisdom can make the difference between success and failure for a businessperson.              How do you apply the wisdom of this passage in a...

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More Episodes

It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers.  Good information leads to good decisions.  Sales Potential is one often neglected piece of information that every sales person needs to collect.