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Which Sales Management Style is Yours?

Practical Wisdom from Kahle Way Sales Systems

Release Date: 09/15/2022

How Well Do You Learn? show art How Well Do You Learn?

Practical Wisdom from Kahle Way Sales Systems

More important than the business model in the long-term success of a business is the character of the CEO.  In this series, I describe the top qualities of character that mark the successful business leaders.  This is number two – the ability and propensity to learn. The XI Community.

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Too Much to Do, and Not Enough Time in Which To Do It? show art Too Much to Do, and Not Enough Time in Which To Do It?

Practical Wisdom from Kahle Way Sales Systems

How can I sell more when I have so much to do?”  That’s a common question with lots of different answers – all having to do with better sales time management.  Here’s one key to selling more, even when you are pressed for time.  Focus on this one thing. The XI Community.   

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Are You Striving for MORE? show art Are You Striving for MORE?

Practical Wisdom from Kahle Way Sales Systems

Great leaders have a number of character traits in common. This is the third in a series of posts dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE. The XI Community.  .

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Are Outside Sales People Obsolete? show art Are Outside Sales People Obsolete?

Practical Wisdom from Kahle Way Sales Systems

Are outside salespeople a thing of the past?            For generations, outside salespeople thrived on face-to-face relationships. Their approach to the job was to get in the car and go see people. The world is full of businesses who have grown on that sales model. Until recently. The Covid lock-down has turned the world of outside salespeople upside down.  Did the outside salesperson become obsolete.  Here’s how to answer the question  for your team. The Kahle Way(r) B2B Selling System. How to Sell When Your Customers Won't...

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Your Character and Success show art Your Character and Success

Practical Wisdom from Kahle Way Sales Systems

Which is more important, the business model, or the character of the CEO?  From my experience, the character of the CEO trumps everything.  In this article/podcast, I dig deeply into that idea – the ultimate success formula.

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How to Use Sales Processes to Unleash the Power of Your Sales Team show art How to Use Sales Processes to Unleash the Power of Your Sales Team

Practical Wisdom from Kahle Way Sales Systems

One of the fundamental concepts in B2B selling is this:  There is a unique ‘best” selling process for every combination of markets, products and customers.  Identifying that process, and using it to unleash the power of your sales team,  is a major step in the growth of a B2B sales organization. In this podcast, we show you how. Blog post with diagrams:

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One of My Greatest Life Lessons show art One of My Greatest Life Lessons

Practical Wisdom from Kahle Way Sales Systems

I was young, cocky and a bit full of myself when I had one of the most humbling experiences of my life, and learned a lesson that has stuck with me for decades.  Personal responsibility is easy to say, but quite a bit more difficult to actually embed into your life. The Xi Community: 

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The MORE mindset & Your Success show art The MORE mindset & Your Success

Practical Wisdom from Kahle Way Sales Systems

Great leaders have a number of character traits in common. This is the third in a series of articles dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE.

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Will Self-Delusion Be the End of Us? show art Will Self-Delusion Be the End of Us?

Practical Wisdom from Kahle Way Sales Systems

Self-delusion is becoming more widespread today and threatens to damage our lives and retard our culture. It’s time we recognized it.

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Q&A: Getting the Last Look show art Q&A: Getting the Last Look

Practical Wisdom from Kahle Way Sales Systems

Getting the last look.  In this response to a question, the writer of the question wants the ability to go in after the bids have been submitted, to look at the competitive bids or at least the lowest bid prices, and to change his/her prices in order to be awarded the business.  I have responses for this on several different levels. Avoiding a bid situation to begin with. Making a last look unnecessary. When all else fails, ensuring that you get a last look.

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Sales managers, deprived of training and solid direction, typically default to one of these styles.  Look at each, and the pros and cons of each and determine which applies to you.

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