Is The Bible A Self-Help Book?
Practical Wisdom from Kahle Way Sales Systems
Entrepreneur Mark Gerson maintains, in his new book, "God Was Right" that the first five books of the Bible -- the Torah -- contain all the information one needs to be successful in life and in business. Join me as I explore this with him, and gain a couple Biblical insights into success. ******************************************************************** 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...
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How To Fund Your Business Expansion -- Five Options
Practical Wisdom from Kahle Way Sales Systems
Chances are, if your business is at all successful, you are going to the issue of funding your business growth: a larger space, more computers, more sophisticated software, and more equipment. You’ll have to buy raw materials, build your inventory and hire additional people. You’ll need to invest in continual training and developing your people. How do you do that? Here’s a look at some of the nuances of business debt and five options you may not have thought about. ...
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Get Important!
Practical Wisdom from Kahle Way Sales Systems
In a world characterized by over whelming distractions and the constant temptation to a transactional view of sales, “getting important” can provide focus, purpose and incredible rewards for those who can execute. ********************************************************************* 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, and a Christian Business thought leader. He has authored...
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Handling Salespeople's Comfort Zones
Practical Wisdom from Kahle Way Sales Systems
Sooner or later, almost every B2B salesperson slides, often unknowingly, into comfort zones. They find themselves doing the same things, almost mindlessly, because they have become comfortable. Here’s how to deal with this, from a sales manager’s point of view. ************************************************************************* 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...
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Is There a Good Time for Sales Training?
Practical Wisdom from Kahle Way Sales Systems
Here's a question I received from a sales manager -- Q. I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year, I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be the right time? Listen to my response. ******************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate...
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When Should You Fire A Salesperson?
Practical Wisdom from Kahle Way Sales Systems
Sooner or later, almost every sales manager must face the difficult decision as to whether or not to terminate the employment of a salesperson. In this podcast, I provide some principles to help you with that decision. ************************************************************************** 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, and a...
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Supercharging Your Personal Development
Practical Wisdom from Kahle Way Sales Systems
One of the best ways to supercharge your personal development is to set goals. In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive. *********************************************************** 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, and a Christian Business thought...
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Depressed & Unmotivated? Here's How to Fix It.
Practical Wisdom from Kahle Way Sales Systems
Every professional and field salesperson must deal with discouragement when something goes poorly. The challenge is to keep motivated, even in the face of adversity. Here’s a proven three-step process to help you. ************************************************************************* 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, and a Christian...
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How to Sell Commodities
Practical Wisdom from Kahle Way Sales Systems
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and, therefore, resort to discounting. Here’s a proven, effective approach. ************************************************************************* 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....
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What Do You Look For When You Hire A Salesperson?
Practical Wisdom from Kahle Way Sales Systems
Which of these two choices is more likely to result in an effective salesperson: Hiring someone with technical expertise or industry experience and training them to become a salesperson Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job? Join me as I dissect 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...
info_outlineOver my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system.
Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few decision makers dig deeper. And that means that significant information is never uncovered, and decisions are made on the basis of superficial, and often flawed, information. Let’s dig deeper.