Sell Better -- Boost Your Performance with A Simple Measurement System
Practical Wisdom from Kahle Way Sales Systems
The best salespeople systematically keep track of their activity and regularly use those numbers to refine their approach. It’s a best practice of the best. Not only can salespeople use the concept, but so can sales managers and Chief Sales Officers. It’s a foundational step to building a sales system. Here’s how to do it. ********************************************* 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...
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Why Have a Purpose for Your Life
Practical Wisdom from Kahle Way Sales Systems
In the most trying circumstances, having a greater purpose can be a powerful mechanism to see you through. It;'s hard to imagine anuyone being successdful without one. Here’s my personal story. ******************************************************** 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...
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Four Ways to Protect Your Good Accounts
Practical Wisdom from Kahle Way Sales Systems
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more discouraging. You’ve spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the business to a price-cutter. Is there anything you can do to prevent this? Of...
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Four Steps to Position Yourself
Practical Wisdom from Kahle Way Sales Systems
Customers always create a perception about the sales people who call on them. Sometimes this perception works for us, and sometimes it works against us. By intentionally influencing our position with the customer, we can influence the customer’s perception and impact the sale. We can influence the customers’ view of us by how we position ourselves. **************************************************** 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...
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How to Stay Motivated
Practical Wisdom from Kahle Way Sales Systems
Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you’ll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated. *************************************************** 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...
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Should Salespeople Collect?
Practical Wisdom from Kahle Way Sales Systems
It seems like every sales team eventually confronts this issue. Should salespeople collect? Does it hinder their abillity to sell, or is it a reasonable completion of the sales process? Join me in dissecting this issue. It isn't as simple as it seems. ********************************************** 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...
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How Much Should You Invest In Yourself?
Practical Wisdom from Kahle Way Sales Systems
Every serious salespro and professional understands the need to continuially invest in developing themselves. But, how much is appropriate? In this session, we drill deeper into that question. ********************************************* 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 to sell better, lead better...
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How Much Time Should You Spend Planning?
Practical Wisdom from Kahle Way Sales Systems
When I was brand new in my first professional sales position, my manager told me to “Spend 20% of your time planning and preparing for other 80%. You’ll accomplish far more than if you don’t.” I have made that a rule that to live by for 30 years. That doesn’t mean that you take every Friday off. But it does mean that you discipline yourself to adhere to a cycle of planning events and processes. *************************************************** Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states...
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Change Your Perspective, Improve Your Results
Practical Wisdom from Kahle Way Sales Systems
Our perspectives shape our behavior and set our character. We can change our perspectives and thereby change our lives. *************************************************** 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 to sell better, lead better and live better.
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Gain Back Hours of Effective Time Each Week
Practical Wisdom from Kahle Way Sales Systems
If you don’t gain control of the quantity of information coming your way, you’ll be overwhelmed and rendered ineffective by the sheer quantity of information. Learn two powerful techniques to claw back hours of productive time each week. 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...
info_outlineThe average sales person works about 48 hours a week, but only spends about 10 percent of that actually talking to customers and prospects. Doesn't it make sense to make that 10 percent as valuable and productive as possible? That's what effective planning does for you.