Show cover of Practical Wisdom from Kahle Way Sales Systems

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.

Tracks

The Biggest Obstacle to Your Success is Inside You
      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 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 practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the X-I Community Dave’s webinars Dave’s Christian’s Business Insights podcast show    
11:03 4/11/24
Have You Grown from Your Failures?
      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 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 practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website The Good Book on BusineCheck out the X-I Community Dave’s webinars Dave’s Christian’s Business Insights podcast show  
08:27 4/4/24
Are You Hindered by Formerly Effective Sales Practices?
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 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 know what to do.” Let’s dig into this. 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 practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the X-I Community Dave’s webinars    
09:20 3/28/24
Do You Hold onto Comfortable Self-Deceptions?
      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 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 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.      Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the X-I Community Dave’s webinars  
10:03 3/21/24
Narrow Your Focus, Multiply Your Business
       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 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 blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the X-I Community Dave’s webinars  
09:31 3/14/24
The Ultimate Success Skill for Our Generation
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 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 learning the ultimate success skill for our generation. 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 practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Dave's webinars Check out the X-I Community
19:45 3/7/24
Are You Encouraging The Quest for Mastery?
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 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, having a group of sales masters would transform your business. 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 practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Dave's monthly Webinars            
19:45 2/29/24
To Succeed in The Age of Turmoil, Master These 4 Steps
       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 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 with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the X-I Community
09:22 2/22/24
Have You Been Ambushed By The Stealth Cause of Lackluster Sales?
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 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 organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better. Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Upcoming Events  
13:48 2/15/24
How Important is Character to Your Success?
   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 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 unique blend of out-of-the-box thinking, and practical insights will challenge and enable you to sell better, lead better and live better.      Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website
09:14 2/8/24
Q&A: Salesperson Bad Mouths the Company
      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 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-minute podcasts, his unique blend of out-of-the-box thinking, and practical insights will challenge and enable you to sell better, lead better and live better.       Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website Check out the Sales Leader's Excellence & Influence Course.  
12:47 2/1/24
Does Change Have to Be Slow and Methodical?
       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 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 thinking, and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave’s Newsletters Check out the website
08:22 1/25/24
Is The Solution Them, or Is It Us?
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 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 ourselves from the constraints on our income and prosperity.  We can’t do anything about “them.” The real secret to improving our conditions is to work on “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 thinking and practical insights will challenge and enable you to sell better, lead better and live better.   Subscribe to Dave’s Newsletters Check out the website
08:52 1/18/24
Almost all your policies & processes are vestiges of the past
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 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 practical insights will challenge and enable you to sell better, lead better and live better.  Subscribe to Dave’s Newsletters Check out the website
08:33 1/11/24
Q&A from Sales Managers
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 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 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.
10:36 1/4/24
The Greatest Threat to Your Business & Your Career
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 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 learned.
08:20 12/28/23
From Chaos to Control: One Concept that Will Transform Your Time Management
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 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-minuted podcasts to be thought-provoking and practical.  11 Secrets of Time Management for Salespeople Why set goals? Creating Long-Term Goals  
11:01 12/21/23
Are You Willing to Pay the Price for Success?
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 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 the 25 most important lessons I've learned over my 30 year career.  In that time, I've worked with over 500 sales organizations, and learned a few things.  This is the first, with 24 more to come. Check out the XI Community Visit www.davekahle.com.    
12:47 12/14/23
Answers to Questions on Collections and Number of Sales Calls
"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.
11:09 12/7/23
What's a Professional Sales Manager?
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 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.   
18:02 11/30/23
Should You Take the Next Step with An Executive Roundtable Group?
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 ago are likely to be obsolete today. One solution to keeping up with changing times is an executive roundtable.
12:16 11/23/23
Do You Have a Professional Sales Force?
“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  
12:23 11/16/23
Are You Fuzzy or Focused?
The world is full of people who are fuzzy in their thinking.  Moving from fuzzy to focused can make everything better. The XI Community
11:52 11/9/23
Multi-tasking, Focus, and Other Stuff
When 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
11:42 11/2/23
10 Ethical Commandments for Salespeople
Work 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.
12:10 10/27/23
Spend Sales Dollars Wisely
Over 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 hand.  However, very few decision makers dig deeper.  And that means that significant information is never uncovered, and decisions are made on the basis of superficial, and often flawed, information.  Let’s dig deeper. Free Download for How to Kreate Kahle's Kalculation
19:15 10/19/23
How to Master the Ultimate Success Skill for Our Age
Rapid 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 organizations as quickly as the world is changing around us.  That’s a skill I call Purposeful Learning The only sustainable effective response to a rapidly changing world is cultivating the ability to positively transform ourselves and our organizations.  That's the definition of self-directed learning.  
14:41 10/12/23
Do You Have a Selling System?
Should 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
11:10 10/5/23
The Flip Side of Customer Relationships
In 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 any B2B salesperson. Having said that, the existence of positive business relationships is one of the primary hindrances to success for the typical field salesperson.  I know that seems like a contradiction, but let’s dissect how this works. The Excellence & Influence Course for Sales Managers
11:42 9/28/23
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 - Lead Better  
12:15 9/21/23