Practical Wisdom from Kahle Way Sales Systems
289 episodes - English - Latest episode: 17 days ago -Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
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Episodes
It's Not The Salespeople -- It's Your Structure
June 06, 2024 11:30 - 15 minutes - 12.3 MBMost conversations about improving a sales team’s productivity center around the salespeople. At the same time, it is just as effective to refine your sales system’s structure. In my 30 years of sales consulting, I’ve found that the quickest way to improved sales is through refining the structure. Join with me to unpack this idea. 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...
Change Your Thoughts, Shape Your Destiny
May 30, 2024 11:30 - 17 minutes - 14.7 MBFor 30 years I’ve been training B2B sales forces to sell better. I ‘ve learned some things. This is one of the 25 most important lessons’ I’ve learned – that you can choose your thoughts, and thus control your attitudes, your behavior and your destiny. 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 ble...
Are You A Sound Bite Decision-Maker?
May 23, 2024 11:30 - 9 minutes - 8.24 MBIt seems that almost everyone wants to jump to a conclusion based on a 20-second sound bite solution, instead of taking the more time-consuming but more accurate process-oriented path. The consequences are huge, and most people have never considered them. That’s one of the 25 most important lessons I’ve learned. 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 50...
When Your Sales Force Won't Change
May 16, 2024 11:30 - 8 minutes - 7.83 MBIn this podcast, I respond to this question: My new sales manager is having a difficult time getting our experienced sales force to execute a number of the changes we have implemented in the past year. Any suggestions? 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...
Turning Ideas Into Action
May 09, 2024 10:30 - 13 minutes - 10.3 MBHow often have you gained a good idea, decided to implement it, but failed to put it into action? Our inability to convert ideas into action is a universal part of human nature. But if you could, you’d supercharge your personal and professional growth, become more confident and competent, and be more successful and fulfilled. Let’s dig into this issue. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 st...
Dealing with Entitled Salespeople? What about Whiners?
May 02, 2024 10:30 - 9 minutes - 9.25 MBIn this session, I respond to these two questions: 1. Q. Dave, I’m a sales manager, and I’m increasingly losing my patience with salespeople who constantly whine and complain. Any thoughts on how to handle the chronic whiners? 2. How do you deal with potential sales people who think they are ‘entitled’? 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 or...
How To Defend Yourself from The Onslaught of Information
April 25, 2024 10:30 - 14 minutes - 12.1 MB: “I’m spending more and more time dealing with information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five years ago, sales professionals were not too concerned with it. Today, it can make or break your career. Let’s unpack this together. Dave Kahle is a B2B sales expert, and a Christian Business thought leader...
Are You "Guilty of The "Popcorn" Sales & Marketing Mistake?
April 18, 2024 10:30 - 10 minutes - 9.21 MBThe world is changing more rapidly today than at any time in human history. Unfortunately, these forces of rapid change have brought a cloud of confusion to CEOs and sales executives trying to grow their businesses. One of the most common sales and marketing mistakes is a set of actions I call “popcorn.” Consider it with me. 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 wor...
The Biggest Obstacle to Your Success is Inside You
April 11, 2024 10:30 - 11 minutes - 9.43 MBWhy are most people not as successful as they could be? Their greatest obstacles reside inside themselves. They continue to look outside of themselves instead of working on internal issues. Unpack this with me. 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 p...
Have You Grown from Your Failures?
April 04, 2024 10:30 - 8 minutes - 7.57 MBThere is something about adversity that has the power to linger forever in our memories, shaping our character and molding our behavior for the rest of our life. We can use it to grow and become better people, if we let 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 worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thi...
Are You Hindered by Formerly Effective Sales Practices?
March 28, 2024 10:30 - 9 minutes - 8.19 MBI call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but are no longer effective. The past is everything that’s pre-2018. I still recall a poignant moment with an attendee at one of my seminars. During the break he came up to me and said this: “I’ve been in business for seventeen years. And we’ve done well. But now, it seems like everything is changing, and I don’t kno...
Do You Hold onto Comfortable Self-Deceptions?
March 21, 2024 10:30 - 10 minutes - 8.73 MBRecently, one of my clients recommended that I compile a series of posts on the most important lessons I’ve learned over my 30-year career as a consultant working with over 500 different organizations. This is one of them: Most people would rather believe a comfortable lie than accept an uncomfortable truth. 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 sal...
Narrow Your Focus, Multiply Your Business
March 14, 2024 10:30 - 9 minutes - 8.01 MBIn B2B sales, you always do better narrowing your focus than expanding it. Defy conventional wisdom and your own instincts and drill down into this – one of the 30 most important lessons I’ve learned in 30+ years of sales training and consulting. 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 ble...
The Ultimate Success Skill for Our Generation
March 07, 2024 11:30 - 19 minutes - 16.9 MBThe pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. We often find ourselves overwhelmed, distracted and insecure. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. The only sure way to deal with this pace of change is to nurture the skill of changing ourselves as rapidly as the world is changing around us. And that makes le...
Are You Encouraging The Quest for Mastery?
February 29, 2024 11:30 - 19 minutes - 16.9 MBImagine what your company would be like if you had a group of sales masters. Your customers would be committed to you. Your market share would constantly grow. Your suppliers would be lining up at the door to get you on their side and to offer you special deals. Only the wildest dreamers could think of the things you would be able to do with your business. You’d be immensely profitable, and your sales force would be one of the most valuable assets you could imagine. Truly, havin...
To Succeed in The Age of Turmoil, Master These 4 Steps
February 22, 2024 11:30 - 9 minutes - 8.43 MBThe world is changing around us at a pace that is unprecedented in human history, and unless we change ourselves and our organizations at least as rapidly as the world we inhabit, we will fall behind. The implications are staggering. In this post, I share another of the 25 most important lessons I’ve learned over my 30-year career. 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 ...
Have You Been Ambushed By The Stealth Cause of Lackluster Sales?
February 15, 2024 11:30 - 13 minutes - 12.1 MBWhy is it so difficult to change our behavior? Why are managers and leaders frustrated in trying to help people do better and sell better? The stealth cause is an aspect of human nature that is rarely acknowledged and even more rarely overcome. Join me in drilling deeper into the issue and offering some solutions. 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 or...
How Important is Character to Your Success?
February 08, 2024 11:30 - 9 minutes - 8.59 MBFrom the beginning of history, wise people have recognized that success and fulfillment were a function of a refined character. In recent years, we’ve abandoned that idea and taken a step backward in the development of mankind. It is time to reverse the trend. 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 u...
Q&A: Salesperson Bad Mouths the Company
February 01, 2024 11:30 - 12 minutes - 11 MBIn this session, I respond to two questions from =sales managers: 1. What about deducting commissions from a salesperson? 2. What to do about a salesperson who badmouths the company? My responses will provide you with some principles to enhance your sales team management. 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-minu...
Does Change Have to Be Slow and Methodical?
January 25, 2024 11:30 - 8 minutes - 7.7 MBManaging change doesn’t have to be a slow and methodical process. In fact, to expect slow change is to do a disservice to the organization and its people, accepting a pace of change that actually falls behind the pace of change around us. 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 o...
Is The Solution Them, or Is It Us?
January 18, 2024 11:30 - 8 minutes - 7.84 MBIn this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay. Unfortunately, as long as our gaze is directed at “them” – those conditions in the market that have changed and are outside of our ability to control – we will never free ourselve...
Almost all your policies & processes are vestiges of the past
January 11, 2024 11:30 - 8 minutes - 7.85 MBAlmost all of the policies and procedures that dictate our day-to-day efforts are vestiges of years gone by. Unless we institute a discipline of regularly examining them, we’ll soon be rendered obsolete by the pace of change around us. 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 thin...
Q&A from Sales Managers
January 04, 2024 11:30 - 10 minutes - 9.69 MBJoin me as I respond to a couple of questions from sales managers. One has to do with customer visits, and the other untouchable salespeople. Let's drill deeper into both of these issues, with some practical wisdom for situations that you may encounter. . Four Steps to Sharpen Your Sales Structure On Sales Systems 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 sale...
The Greatest Threat to Your Business & Your Career
December 28, 2023 11:30 - 8 minutes - 7.61 MBOne can’t help but conclude that there has never been a generation of businesspeople who have had to deal with the pace of change moving as rapidly as our generation. It truly is unprecedented. The rapidly increasing pace of change is the single biggest threat to our businesses and our careers – and our personal lives – that we will face for the balance of our lives. Over the past 30 years, I've consulted with over 500 sales organization. Here's one of the 25 most important lessons I've ...
From Chaos to Control: One Concept that Will Transform Your Time Management
December 21, 2023 11:30 - 11 minutes - 9.61 MBTime management may be the biggest need in our frenzied culture. Yet, many people have a defective view of time management, limiting their effectiveness. In this podcast, we set that straight. Dave Kahle is a B2B sales guru and Christian business thought leader. He’s been in practice as an author/speaker/consultant for over 30 years and has authored 13 books and presented in 47 states and 11 countries. He’s worked with over 500 B2B sales organizations. You’ll find these 10 – 20-minut...
Are You Willing to Pay the Price for Success?
December 14, 2023 11:30 - 12 minutes - 11.1 MBMost people are not willing to invest in themselves or pay the price of personal growth and success. For a lot of the people listening to this podcast that statement doesn’t seem quite right. You have invested in yourselves: You read the books, attend the seminars and webinars, and listen to the podcasts, etc. You have always sought to build your skills and become the best that you can be. Doesn’t everyone else? No. You’re not the rule, you are the exception. This is one of...
Answers to Questions on Collections and Number of Sales Calls
December 07, 2023 11:30 - 11 minutes - 9.81 MB"Should salespeople be responsible for collecting?" "Should you deduct commissions from unpaid invoices?" "How many sales calls should a successful salesperson make?" In this podcast, I answer these questions from sales managers. Join me as I dig deeper into these very real, nitty-gritty sales management questions. Get How to Kreate Kahle's Kalculation here.
What's a Professional Sales Manager?
November 30, 2023 11:30 - 18 minutes - 15.1 MBAll of us have become what we are, at least in part, to the impact other people have had on us -- some positive and some negative. A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his charges. Join me in this review of the best sales manager for whom I ever worked. The Sales Leader's Excellence & Influence Course -- learn more here.
Should You Take the Next Step with An Executive Roundtable Group?
November 23, 2023 11:30 - 12 minutes - 10.8 MBThe 2020's are without a doubt one of the most turbulent times American businesspeople have ever seen. That means that it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions as recently as two years ago are likely to be obsolete today. One solution to keeping up with changing times is an executive roundtable.
Do You Have a Professional Sales Force?
November 16, 2023 11:30 - 12 minutes - 10.7 MB“I wish I had a more professional sales force.” That’s one of the common laments I hear from sales leaders. 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 Excellence & Influence On-line Community
Are You Fuzzy or Focused?
November 09, 2023 11:30 - 11 minutes - 10.4 MBThe world is full of people who are fuzzy in their thinking. Moving from fuzzy to focused can make everything better. The XI Community
Multi-tasking, Focus, and Other Stuff
November 02, 2023 10:30 - 11 minutes - 10.1 MBWhen you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person’s labors. While my focus is salespeople, the disease is rampant in almost every job description. Let’s unpack this. The XI Community. Check it out here
10 Ethical Commandments for Salespeople
October 27, 2023 10:30 - 12 minutes - 10.8 MBWork with a lot of people, and you have many opportunities to be unethical. Work with a lot of money and the same is true. Put those together, and you have the world of the professional salesperson. Here are ten commandments to help keep you on the straight and narrow. Check out the XI Community.
Spend Sales Dollars Wisely
October 19, 2023 10:30 - 19 minutes - 17 MBOver my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at ha...
How to Master the Ultimate Success Skill for Our Age
October 12, 2023 10:30 - 14 minutes - 12.7 MBRapid change is not a phase we're passing through; it's a process in which we're engaged. That means it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions just two or three years ago are likely to be obsolete today. Even more sobering, the conclusions and strategies which we develop today will be obsolete in a couple of years. There is only one strategy that will see us through: Mastering the competency of changing ourselves and our ...
Do You Have a Selling System?
October 05, 2023 10:30 - 11 minutes - 9.45 MBShould your company allow every salesperson to have their own style of selling, or should you have a selling system to which everyone adheres? Let’s dig into this. How to Sell Anything to Anyone Anytime -- Learn more here. The Excellence & Influence Course for Sales Leaders -- Learn more
The Flip Side of Customer Relationships
September 28, 2023 10:30 - 11 minutes - 9.82 MBIn the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s salesperson, can be of utmost importance. It doesn’t take long in the business to understand that if the customer dislikes you, he is rarely going to see you. And if he does know you and trust you, he is more likely to do business with you. Creating positive business relationships with all of your customers and prospects is, then, a fundamental step in the path toward success for an...
Are You Growing Through New Ideas?
September 21, 2023 10:30 - 12 minutes - 10.6 MBIn 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 - Lead Better
Are There "-isms" Preventing Your Development?
September 14, 2023 10:30 - 8 minutes - 8.18 MBIt’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 here.
Mind Software?
September 07, 2023 10:30 - 12 minutes - 10.6 MBThe 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. Learn more here.
The Secret Strategy for Meaningful Sales Meetings
August 31, 2023 10:30 - 9 minutes - 8.24 MBWith a little bit of preparation and a thoughtful approach, sales meetings can be powerful meaningful events. Here’s how to make that happen. The XI Community
The Discipline of Wisely Investing Time
August 24, 2023 10:30 - 10 minutes - 9.42 MBTo 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.
Are There Best Practices for Salespeople?
August 17, 2023 10:30Are 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. The Kahle Way Wholesaler/Distributor Selling System The Kahle Way B2B Selling System
Investing In Your Business
August 10, 2023 10:30 - 15 minutes - 12.9 MB: “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. T...
It Takes More Than Compensation to Unleash a Sales Force
August 03, 2023 10:30 - 10 minutes - 9.75 MBI’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. Learn More Here.
When You Change the Strucutre, You Change Everything
July 27, 2023 10:30 - 9 minutes - 8.88 MBIf 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.
Focus on the Quantity & Quality of Sales Calls
July 20, 2023 10:30 - 13 minutes - 12.4 MBIf 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. The Kahle Way B2B Selling System
Is "On the Job" Training the Best Way to Develop a Salesperson?
July 13, 2023 10:30 - 12 minutes - 11.2 MBIn 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. The Kahle Way B2B Selling System
Are We Losing the Ability to Think?
July 06, 2023 10:30 - 8 minutes - 7.74 MBI’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.
Try a Sales Blitz!
June 29, 2023 10:30 - 10 minutes - 9.55 MBOne 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. The Sels Master's Approach to Acquiring New Customers