Introduction to Key Account Selling
Practical Wisdom from Kahle Way Sales Systems
Release Date: 03/11/2021
Worry Less about the Price -- Reduce the Risk
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. ...
info_outline
Want to Improve Your Sales Results? Focus on the Sales Call
Practical Wisdom from Kahle Way Sales Systems
If you want to improve your sales results, first focus on the quantity and quality of sales calls. While this may sound blatantly obvious, it’s often neglected, and more rarely ever the focus of an organization’s efforts. Yet, it’s the keystone event in the sales process. Whether you are a salesperson, a sales leader or the Chief Sales Officer, you can use this concept to make a difference in your sales results. ********************************************* Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47...
info_outline
Change the Structure, Change Your Sales
Practical Wisdom from Kahle Way Sales Systems
Interested in improving the productivity of your sales force? Investing in training and developing your salespeople is always a good idea. But it isn’t the entire solution for many organizations. Often, enormous improvements in sales productivity can be achieved by sharpening the structure of your sales organization. ************************************************************ Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these...
info_outline
Why 'On-the-Job Training' Is Secretly Sabotaging Your Sales Team
Practical Wisdom from Kahle Way Sales Systems
In our surveys, CEOs indicate “on the job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right? Maybe not. Let’s look a little closer.
info_outline
Entertain Your Customers
Practical Wisdom from Kahle Way Sales Systems
Relationships are the key to B2B sales. But implementing a process to dramatically enhance those relationships is another story. That’s where entertaining comes in. Many salespeople never consider it. Yet, it can, and has, provided a competitive advantage if you do it right. In my own experience, I can trace a $2 MM account directly to an entertaining event. And the biggest, richest sale I ever had was set up by an entertaining event. In this post, I explore the Why’s and how’s of entertaining. Check out
info_outline
Will AI Make Us All Stupid?
Practical Wisdom from Kahle Way Sales Systems
Our culture promotes finding the easiest solution. That often means that we don’t develop the skills, attitudes and character traits necessary for a successful life. Easy, as manifested by A.I., is a slippery slope that too often thwarts our development and renders us ill equipped for success on the job and life. *************************************************** Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales...
info_outline
You May Be Selling All Wrong!
Practical Wisdom from Kahle Way Sales Systems
It's more about elminating the negatives then emphasizing the positives. That's Matt Sucha's premise as he presents something truely new in selling! This interview can transform your sales results! *********************************************************************Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you...
info_outline
How To Build Rapport With Anyne
Practical Wisdom from Kahle Way Sales Systems
Building rapport with any and all customers is a fundamental sales skill. Yet, few salespeople have been trained in the specific tactics to do so. In this piece, I share seven specific and proven techniques you can use to build rapport. *********************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance. Dave is a B2B sales expert,...
info_outline
Should a Salesperson Collect Bad Debts?
Practical Wisdom from Kahle Way Sales Systems
: “We are discussing the role of the salesperson in collecting bad paying accounts. We don’t want to turn the salespeople into collection agents, but we do see a role for them. What are your thoughts?” Join with me as we take a deep dive into this question. ***************************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance....
info_outline
Discipline -- The Success Secret No One Talks About
Practical Wisdom from Kahle Way Sales Systems
There is a lot of advice out there on how to be a success. “”Think big,” “Give first,” “Create goals,”” “Be vulnerable,” “Create relationship,” The list goes on. It’s all good advice. But I don’t see many people talking about one of the core character traits that define successful people – self-discipline. Let’s dive deeply into it. *************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make...
info_outlineSooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret to multiplying your income. In this podcast, I share four fundamentals for effectively penetrating key accounts.
https://x-icommunity.com/