Practical Wisdom from Kahle Way Sales Systems

Which of these two choices is more likely to result in an effective salesperson: Hiring someone with technical expertise or industry experience and training them to become a salesperson Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job? Join me as I dissect this question. ****************************************

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 giving 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. ************

There are lots of things you can do to improve your sales - both individually as well as corporately. However, one initiative rises to the top as the one that will make the biggest impact on a person's and a company's sales productivity. In this podcast, I answer a sales manager's question, and detail the step-by-step process to implement it. *************************************

I can unequivocally state that there is a 99% chance that you will have a miserable, time consuming, disappointing experience when you attempt to employ your first salesperson. In this article, I show you why, and provide some ways to improve the likelihood of making a good hire. *************************************************************************** Dave Kahle’s goal is t

Many businesspeople are confused about how to invest in developing themselves and their employees. In this post, I share some out-of-the-box thinking that can provide you with a strategy for development that will change the trajectory of your business. ************************************************************************** Dave Kahle’s goal is to provide sales leaders and s

Very often, the reason we don’t meet our potential is less our lack of skills and more the internal hindrances that inhibit our performance. In this podcast, we uncover this truth, and help you apply it. ************************************************************ Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can

For 30 years I’ve been training B2B sales forces to sell better. I’ve noticed this – that any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach. Of the remainer, some will try to apply some of the lessons, and others will fail to adjust their behavior at all. What is it that distinguishes the eager learners from

"What do people think about you when you are not there?" That's Steve's definition of what a personal brand is. Join me as I dig into the details of creating and managing your personal brand in this interview with Steve Miler. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practi

: I’ve learned some lessons in my 30+ years of sales consulting. One is this: There is almost always a bottleneck in a company’s sales systems. Typically, the executives are too involved with the trenches to take a big picture perspective and identify and fix the bottleneck. In this piece, I look at three business models: Solopreneurs, small sales forces reporting to the C

Sales meetings don’t have to be boring. You can organize better sales meetings with just a little bit of revised thinking. I’ll show you one way to do that in this podcast. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate