loader from loading.io

Strategic Planning for Salespeople

Practical Wisdom from Kahle Way Sales Systems

Release Date: 08/22/2019

Take Back Your Life show art Take Back Your Life

Practical Wisdom from Kahle Way Sales Systems

The life of a salesperson these days is a battle with an overwhelming number of things to do, ever rising expectations, and conflicting pressures. Time management has never been more important. 

info_outline
Abusive Customers & Negative Situations show art Abusive Customers & Negative Situations

Practical Wisdom from Kahle Way Sales Systems

Abusive customers are not fun. They're stressful, and they make you feel like crap. I've been on the receiving end of verbal abuse several times in my career, and it's never pleasant.

info_outline
Two Techniques to Build Relationships with Occasional Customers show art Two Techniques to Build Relationships with Occasional Customers

Practical Wisdom from Kahle Way Sales Systems

One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally.  In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind.

info_outline
Your Most Powerful Sales Call show art Your Most Powerful Sales Call

Practical Wisdom from Kahle Way Sales Systems

The most powerful sales call you can make is the one that goes on after the sale.

info_outline
Eight Ways to Identify New Prospects & Suspects show art Eight Ways to Identify New Prospects & Suspects

Practical Wisdom from Kahle Way Sales Systems

Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.

info_outline
How to Deal with Your Customers Time Constraints show art How to Deal with Your Customers Time Constraints

Practical Wisdom from Kahle Way Sales Systems

"My customers don't have as much time to spend with me as they used to."  That's a comment I'm hearing more frequently in my sales seminars.  It's a growing phenomenon.  Your customers used to be able to spend more time with you.  But lately, it seems as though they are on tighter schedules and are harder to see.  You just can't spend as much time with them as you'd like, because they're pressuring you to move on.

info_outline
Betrayed! A Q & A for Salespeople show art Betrayed! A Q & A for Salespeople

Practical Wisdom from Kahle Way Sales Systems

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?

info_outline
Can Selling be as Simple as This? show art Can Selling be as Simple as This?

Practical Wisdom from Kahle Way Sales Systems

Selling is at the same time both simple and incredibly challenging.

info_outline
The Role of Accountability in Personal Growth show art The Role of Accountability in Personal Growth

Practical Wisdom from Kahle Way Sales Systems

I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. We have ideas and intentions, and yet turning those into actions – habits and routines that enhance our skills and smooth out our lives, only happens a bit of the time.

info_outline
Introduction to Key Account Selling show art Introduction to Key Account Selling

Practical Wisdom from Kahle Way Sales Systems

Sooner 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.

info_outline
 
More Episodes

In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities.  In other words, sales people must now engage in strategic planning.