Dave Kahle
Practical Wisdom from Kahle Way Sales Systems
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Dave Kahle
Practical Wisdom from Kahle Way Sales SystemsEpisodes
Dave Kahle
Practical Wisdom from Kahle Way Sales Systems
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Episodes of Practical Wisdom from Kahle Way Sales Systems
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: “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
The 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 co
Why 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 B2
There 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 Ka
In 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
I 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
Recently, 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 w
In 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 co
The 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 unprecede
Imagine 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
The 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
Why 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 overcom
From 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
In 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 t
Managing 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 u
In 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 econo
Almost 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 Kah
Join 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
One 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 sing
Time 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 busin
Most 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
"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
All 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 pivota
The 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 a
“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
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