Practical Wisdom from Kahle Way Sales Systems

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...

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...

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.

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

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...

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...

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,...

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....

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...

Practical Wisdom from Kahle Way Sales Systems

Who could or should buy this? That’s one of key decisions a businessperson makes when initiating a new effort or new product. The answer may not be as simple as it seems.  Use some nuances to sharpen your sales efforts and generate better results. ******************************************************        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...