Practical Wisdom from Kahle Way Sales Systems
We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers. Sales is about people, not money. By putting an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales and finances. In this article, I’ll show you how. 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. ...
info_outline Most People Don't ThinkPractical Wisdom from Kahle Way Sales Systems
For 30 years I’ve been training B2B sales forces to sell better. I’ve made some observations about the 25 most important lessons I’ve learned. In this post, I will describe one of them: Most people don’t think deeply. Join with me as I unpack this. 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...
info_outline How To Identify & Eliminate Your Primary Sales ObstaclePractical Wisdom from Kahle Way Sales Systems
Almost every B2B sales organization has a Primary Sales Obstacle – one place in their sales efforts where some improvement will make a disproportionately large impact on sales. In this post, I describe the reasons why the obstacle exists, identify the most common obstacles for three different business models, and offer solutions to each. ************************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable...
info_outline Sales Presentations -- The Three Biggest Mistakes Salespeople MakePractical Wisdom from Kahle Way Sales Systems
Too many salespeople make the same mistakes repeatedly in their sales presentations. Unfortunately, most are not aware of those mistakes – they just don’t know what they don’t know. In this podcast, we uncover the three most common mistakes and offer solutions to them. 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...
info_outline Learning from FailurePractical Wisdom from Kahle Way Sales Systems
If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s unpack this. 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...
info_outline Are You Resistant to Change?Practical Wisdom from Kahle Way Sales Systems
It’s human nature to resist change. But, in our rapidly changing times, mindlessly grasping onto the status quo can lead to mediocrity. If we are going to survive and thrive in these times, we need to relentlessly examine our hold on the way things have been and consider better approaches. 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...
info_outline Are You Neglecting The Most Powerful Long Term Sales Strategy?Practical Wisdom from Kahle Way Sales Systems
There is a powerful strategy that most B2B salespeople, and B2B organizations, ignore. That’s too bad, because it is one of the most powerful ways to build long-term positive relationships. Let me show you how to leverage satisfaction. 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 13 books,...
info_outline Are You Using Snippets to Improve Your Sales Conversations?Practical Wisdom from Kahle Way Sales Systems
Snippets are powerful tools for a professional salesperson. You can use them in multiple places in the sales process, improving every piece. This article examines the what’s how’s and why’s of using snippets. 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 13 books, presented in 47 states and...
info_outline Why Great Salespeople Often Make Mediocre Sales ManagersPractical Wisdom from Kahle Way Sales Systems
We’ve all done it. Promoted a good salesperson, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results, and the sales managers are confused and frustrated with the lack of achievement of their teams. ************************************************************************ Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your...
info_outline I Have Great Relationships With My CustomersPractical Wisdom from Kahle Way Sales Systems
“I have great relationships with my customers.” That is one of the most debilitating myths around -- one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a salesperson anywhere who doesn’t, to some extent, believe it. Let’s look a little deeper at the belief and its consequences. ************************************************************************* Dave Kahle’s goal is to provide sales...
info_outline: “So, what do you think you can do for us?” The CEO had finally gotten to that question after a couple of hours of introduction to his company and their specific marketing problem.
They had a successful company, selling acoustic panels through architects for buildings that had a sound problem. A year or so ago, they had developed a new product – a computer-operated sign board that allowed building managers to list events and meetings, and to easily change those as needed. The product had taken a year to develop and the company had poured all its excess financial resources into it – a couple of hundred thousand dollars. Now, they were having difficulty selling the product, and had no money to invest in a sales and marketing system.
I answered his question. “Nothing. I can’t make something out of nothing. If you have no money to invest in the system to sell this new product, I can’t do anything for you.”
Unfortunately, their situation is not unique.