Practical Wisdom from Kahle Way Sales Systems

Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.

Are You Growing Through New Ideas? 09/21/2023

Are You Growing Through New Ideas? In order for an individual or a society to reach its potential, it must continuously grow and develop. That requires consistent, methodical exposure to new ideas. Unfortunately, many people have arrested their development by remaining within their status quos. Subscribe to our bi-weekly E-zine for sales leaders - r /episode/index/show/kahlewaygrowthsystems/id/27928731

Are There "-isms" Preventing Your Development? 09/14/2023

Are There "-isms" Preventing Your Development? It’s more and more popular to blame other people, or some ‘ism’ for your own circumstances. As long as we claim to be a victim we’ll never achieve our potential. As soon as we accept personal responsibility for our own circumstances, we gain the freedom to change them. Check out the XI (Excellence & Influence) On line community /episode/index/show/kahlewaygrowthsystems/id/27745839

Mind Software? 09/07/2023

Mind Software? The recent proliferation of AI (Artificial Intelligence) has surfaced a lingering issue: If we can create software to increase the capabilities of a computer, can we not create software to increase the capabilities of the greatest computer we know of – our minds? Let’s drill deeply into this. Menta-Morphosis mind software is in the XI Community. /episode/index/show/kahlewaygrowthsystems/id/27613860

The Secret Strategy for Meaningful Sales Meetings 08/31/2023

The Secret Strategy for Meaningful Sales Meetings With a little bit of preparation and a thoughtful approach, sales meetings can be powerful meaningful events. Here’s how to make that happen. /episode/index/show/kahlewaygrowthsystems/id/27355893

The Discipline of Wisely Investing Time 08/24/2023

The Discipline of Wisely Investing Time To grow your business, you must develop the discipline to adhere to certain regular practices. The first of these is investing your time into your business in a methodical, intentional way. Let's examine this together. /episode/index/show/kahlewaygrowthsystems/id/27279048

Are There Best Practices for Salespeople? 08/17/2023

Are There Best Practices for Salespeople? Are there best practices for salespeople? Or, does every salesperson develop his/her ‘own style of selling?” How you answer that question can impact a sales force and a salesperson' career. Join with me as I dig into this key question. /episode/index/show/kahlewaygrowthsystems/id/27270462

Are There Best Practices for Salespeople? 08/17/2023

Investing In Your Business 08/10/2023

Investing In Your Business : “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. /episode/index/show/kahlewaygrowthsystems/id/27192723

It Takes More Than Compensation to Unleash a Sales Force 08/03/2023

It Takes More Than Compensation to Unleash a Sales Force I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system. But it’s a mistake to think that the compensation plan is the entire solution. It’s only a part. The Kahle Way Sales Management System Course. /episode/index/show/kahlewaygrowthsystems/id/27140436

When You Change the Strucutre, You Change Everything 07/27/2023

When You Change the Strucutre, You Change Everything If you want to improve the productivity of your organization, and particularly your sales team, focus first on the structure. When you change the structure, you change the behavior of the people who operate within that structure. Let me explain. /episode/index/show/kahlewaygrowthsystems/id/27119892

Focus on the Quantity & Quality of Sales Calls 07/20/2023

Focus on the Quantity & Quality of Sales Calls 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. /episode/index/show/kahlewaygrowthsystems/id/27047274

Is "On the Job" Training the Best Way to Develop a Salesperson? 07/13/2023

Is "On the Job" Training the Best Way to Develop a Salesperson? 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. /episode/index/show/kahlewaygrowthsystems/id/26989206

Are We Losing the Ability to Think? 07/06/2023

Are We Losing the Ability to Think? I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages. /episode/index/show/kahlewaygrowthsystems/id/26987685

Try a Sales Blitz! 06/29/2023

Try a Sales Blitz! One of the most common complaints I hear from my clients is this: “I can’t seem to motivate the sales people to call on prospects and develop them into new customers.” There is a relatively simple, fun and inexpensive way to remedy this situation. It’s called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it. /episode/index/show/kahlewaygrowthsystems/id/26924817

Four Most Common Mistakes Sales Leaders Make 06/22/2023

Four Most Common Mistakes Sales Leaders Make Growing your sales is a goal for almost every business. The challenge is so great, however, that it spawns lots of mis-guided methods. Here are the four most common mistakes sales leaders make from a consultant who has worked with hundreds of them. /episode/index/show/kahlewaygrowthsystems/id/26917269

Focus, Focus, Focus 06/15/2023

Focus, Focus, Focus : “Can you boil down your advice to one word?” That’s what a seminar participant asked me. “No,” I said, “but I can boil it down to three: Focus, focus, focus.” I said that because I see ‘focus’ as the solution to a number of modern dilemmas. /episode/index/show/kahlewaygrowthsystems/id/26846364

Is Leverage a Key to Taking Your Business to The Next Level? 06/08/2023

Is Leverage a Key to Taking Your Business to The Next Level? Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels -- leverage. Leverage revolves around the idea of multiplying the effects of some effort to gain more value from it. Leverage will take you to a higher level. /episode/index/show/kahlewaygrowthsystems/id/26843760

Loss of Discipline & The Incredible Opportunity for You 06/01/2023

Loss of Discipline & The Incredible Opportunity for You In recent years I’ve seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate. I’m afraid that much of the adult population in this country has become so conditioned to sound bites, texts and tweets that they have lost the discipline to “do the work.” Like an unused muscle, their ability to concentrate has atrophied. On the one hand, that is alarming. On the other hand, it is a tremendous opportunity for you. /episode/index/show/kahlewaygrowthsystems/id/26776095

Are Your Sales & Marketing Efforts Like Popcorn? 05/25/2023

Are Your Sales & Marketing Efforts Like Popcorn? How do you effectively and consistently grow your business? One common mistake is to pursue a strategy I call popcorn, instead of building a solid sales system. /episode/index/show/kahlewaygrowthsystems/id/26705562

How to Identify Your Target Markets 05/18/2023

How to Identify Your Target Markets Focusing on one or more target markets is one of the key processes to building a successful sales system for your business or practice. But, business people are often unsure of how to go about the process of identifying those markets that hold the greatest potential. Here are seven strategies to help you identify your highest potential target markets. /episode/index/show/kahlewaygrowthsystems/id/26632977

Shrink Your Market to Expand Your Business 05/11/2023

Shrink Your Market to Expand Your Business One of the biggest decisions a business makes is the decision on which market segment to focus. ‘Market segment’ is the term that describes a group of suspects and prospects who have something in common. One of the most powerful principles of effective sales systems principles this: Define your target market as narrowly and precisely as possible. In this podcast, we unpack that powerful strategy. /episode/index/show/kahlewaygrowthsystems/id/26564220

Personal Responsibility 05/04/2023

Personal Responsibility What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? What is the fundamental building block for individuals which, more than anything else, equips them to successfully implement change? It is something that is becoming increasingly rare -- a motivating sense of personal responsibility. The Sales Leader's Group in the Xi Community Learn More Here. /episode/index/show/kahlewaygrowthsystems/id/26498187

Welcome to The Age of Turmoil 04/27/2023

Welcome to The Age of Turmoil We all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to recognize and navigate it will be the single biggest challenge for the rest of our careers. The XI Community. /episode/index/show/kahlewaygrowthsystems/id/26428461

Scattered & Unfocused? Create a VAP 04/20/2023

Scattered & Unfocused? Create a VAP There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of activities is the creation of a value-added position (VAP). Next to the company’s vision, mission and values statements, a VAP contains the most important words an organization can create. It often forms the first impression the market forms of your company, and frequently bounces around in their head like a tune from their teenage years. /episode/index/show/kahlewaygrowthsystems/id/26426787

Sales Management Myths: 100% Commission 04/13/2023

Sales Management Myths: 100% Commission : For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let’s consider this together. /episode/index/show/kahlewaygrowthsystems/id/26354715

It is The Risk, Not The Price! 04/06/2023

It is The Risk, Not The Price! Salespeople are sick of hearing “Your price is too high.” But, what if the real issue isn’t the price? Here’s a secret that almost nobody knows, including all those gurus telling you to sell value. They don’t always buy the best value. But, they can invariably be counted on to buy the lowest risk! The biggest issue in the minds of your customers and prospects is not price, and it is not value – it is risk. Let’s dig into this. The XI Community. /episode/index/show/kahlewaygrowthsystems/id/26281926

How to Handle a Plateaued Salesperson 03/30/2023

How to Handle a Plateaued Salesperson One or more of your salespeople has leveled off. Their performance hasn’t improved much in the last few years. You know that these experienced salespeople can do better, but they seem unable or unwilling to break out of a certain level of performance. You are scratching your head, frustrated, and losing sleep at night wondering how to improve the situation. What do you do? Here’s a simple, effective strategy: /episode/index/show/kahlewaygrowthsystems/id/26227482

Three Ways to Add Advisers to Your Business 03/23/2023

Three Ways to Add Advisers to Your Business “Plans fail when there is no counsel, but they succeed when advisers are many.“ (Proverbs 15:22) This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn't appear to be pointed only at businesspeople, the application of that wisdom can make the difference between success and failure for a businessperson. How do you apply the wisdom of this passage in a practical way to a business? Inserted: only /episode/index/show/kahlewaygrowthsystems/id/26140551

Is Your Sales System Clogged with Accumulated Gunki? 03/16/2023

Is Your Sales System Clogged with Accumulated Gunki? What’s gunk? Any practice that detracts from the salesperson spending time with customers. In other words, other things the outside salespeople do instead of meeting with customers. Let’s drill deeper into Gunk, determine if you, or your salespeople are guilty of any of it, and begin to fix it. The community for Excellence & Influence -- /episode/index/show/kahlewaygrowthsystems/id/26058711

Have We Lost The Ability to Say NO? 03/09/2023

Have We Lost The Ability to Say NO? It seems like more and more business people have lost the ability to say no. That’s too bad. Being able to say no is a higher level skill that is advantageous in both business as well as life in general. Those who don’t master the art of saying no are forever doomed to an immaturity in their business skills, while those who can and do say no operate at a higher level of skill and social finesse. /episode/index/show/kahlewaygrowthsystems/id/25986312

Practical Wisdom from Kahle Way Sales Systems

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