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Do You Have a Sales System?

Practical Wisdom from Kahle Way Sales Systems

Release Date: 04/07/2022

What Happened to Character? show art What Happened to Character?

Practical Wisdom from Kahle Way Sales Systems

Higher character has been recognized, across generations and cultures, as one of the ideal qualifications for positions of leadership. Until recently. We’ve discarded the idea of higher character, and are paying the price.

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Lower Your Price?  A Q&A with Dave Kahle show art Lower Your Price? A Q&A with Dave Kahle

Practical Wisdom from Kahle Way Sales Systems

The calls for "lower price" are becoming more frequent and frantic in this age of inflation.  How should you handle them?  Listen as I respond to three questions concerning lower prices.  You may gain a perspective you've never had before.

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Are You A Value-Added Seller? show art Are You A Value-Added Seller?

Practical Wisdom from Kahle Way Sales Systems

Value-added means different things to different people. If you are going to be a true value-added seller in the 21st century marketplace, you must be flexible and capable enough to offer different things to different customers, responding to the individual customer’s definition of what is valuable to him or her.  The Sales Leader's Excellence & Influence Course.

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How Perspective Shapes Our Lives show art How Perspective Shapes Our Lives

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.

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Q&A: Selling Commodities & Having to Be The Low Price show art Q&A: Selling Commodities & Having to Be The Low Price

Practical Wisdom from Kahle Way Sales Systems

Here's my answer to two common questions:  How do you sell commodities? and What do you do when the customer is only interested in low price? The Sales Leader's Excellence and Influence Course. 

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Do You Have a Professional Sales Force? show art Do You Have a Professional Sales Force?

Practical Wisdom from Kahle Way Sales Systems

It’s one of the most common laments I hear from principals and sales managers: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent past.  You’re not alone, of course.  I hear it regularly from my clients. Let’s take a look at what it really means, why it is such a common malady, and what you can do about it. The Sales Leader's Excellence & Influence Course. 

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How Do You Make Customer Service Reps More Proactive? show art How Do You Make Customer Service Reps More Proactive?

Practical Wisdom from Kahle Way Sales Systems

Here’s my response to this question:  How can we get inside sales to do some proactive sales activities each day?  We want our inside sales people to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business. Check out the Sales Manager's Group in the

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What's a Professional Salesperson/Salesforce? show art What's a Professional Salesperson/Salesforce?

Practical Wisdom from Kahle Way Sales Systems

Listen to  my reply to this question: “Q.  Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have.  Am I off-base in expecting a professional group of salespeople, as opposed to the ‘nice guys’ who don’t seem to take their professions seriously that I inherited?”

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Your Strategic Advantage for the Information Age show art Your Strategic Advantage for the Information Age

Practical Wisdom from Kahle Way Sales Systems

The rapid change whirling around every company puts great pressure on organizations to change themselves.  Not only must the organization as a whole change, but the individuals within each organization must themselves change, learn and grow more rapidly than at any time in the past. This ability for an organization and its people to change in response to the changing world around them may be the ultimate success skill for the Information Age. Check out the   https://www.davekahle.com/leadership-and-b2b-sales-management-groups/

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Using Specific Expectations to Transform Your Sales Force show art Using Specific Expectations to Transform Your Sales Force

Practical Wisdom from Kahle Way Sales Systems

: “Lack of directability is one of the problems common to sales forces.  That means the sales force rarely does what management wants them to do. Instead, they do what they have always done, or they work only in their own best interests instead of the interests of the company. This robs the company of an incredibly powerful strategic asset- a directable sales force.  Here’s the first step to overcome that problem.

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More Episodes

 At its most fundamental level, business is always and only about three things:  Money, people and systems.

There is a huge body of content revolving around money in business and there is an equally impressive body of knowledge and infrastructure for the people component.  

When it comes to systems, however, there is not nearly the quantity and quality of conversation. And yet effective systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds.  Good systems are where the company’s financial assets intertwine with the people to produce results.

The XI Community:  https://www.davekahle.com/leadership-and-b2b-sales-management-groups/