Every salesperson wants to do better.  Yet very few -- only one out of twenty -- understand the best way to do that.  Join me as I uncover the hiddent path to sales success. 

*****************************************************************

Check out the X-I Community

Subscribe to Dave's Newsletters

There are some practices that have such a broad impact on sales results that they should be a regular practice for every professional, salesperson, small businessperson and sales executive.  One such practice is the development and management of an Activity Dashboard.  Join me as I unpack this powerful practice and provide a step-by-step process for implementing it.

*******************************************************************

Check out the XI Library

One of the primary differences between the successful companies (and individuals) and the mediocre, is the ability to learn, change and grow. Successful companies build that into their cultures and disciplines, while mediocre companies (and individuals) do not.

          One essential component of that core competency of the discipline of learning from the past. Successful companies and individuals often institutionalize that process in the form of an annual review.

*****************************************************************

PIQ Solutin:  Setting Personal Goals

       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

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

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

       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

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

   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

      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.

       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

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

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

Goal setting is one of those hallowed practices that belong in every leader's arsenal. We've all heard that people who set goals are far more successful than those who don't.  And every well-run business has a policy and a practice of setting annual goals for its various operational departments. 

And yet, there are times and situations where it may be appropriate to do something else.

**********************************************************

Your Free PIQ Solution:  How do I set Personal goals?

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.

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.

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

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.

"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.

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. 

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.

"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

The world is full of people who are fuzzy in their thinking.  Moving from fuzzy to focused can make everything better.

The XI Community

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

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.

***************************************************************************

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. WWW,DaveKahle.com

Dave's Substack page (PW)

Subscribe to Dave's Newsletters

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.

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

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.

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

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

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

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 here.

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.  Learn more here.

With 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

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. 

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. Whether you are a salesperson, a sales leader or the Chief Sales Officer, you can use this concept to make a difference in your sales results.

*********************************************

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. WWW,DaveKahle.com

Dave's Substack page 

Subscribe to Dave's Newsletters

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. 

The Kahle Way Wholesaler/Distributor Selling System

The Kahle Way B2B Selling System

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. 

The Kahle Way Wholesaler/Distributor Selling System

The Kahle Way B2B Selling System

:  "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. 

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. Learn More Here.

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.

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.

The Kahle Way B2B Selling System

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.

The Kahle Way B2B Selling System 

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.

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.

The Sels Master's Approach to Acquiring New Customers

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.

Interested in improving the productivity of your sales force?  Investing in training and developing your salespeople is always a good idea.  But it isn't the entire solution for many organizations.

Often, enormous improvements in sales productivity can be achieved by sharpening the structure of your sales organization.

************************************************************

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. WWW,DaveKahle.com

Dave's Substack page (PW)

The Sales Leader's Excellence & Influence Course 

: "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.

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.

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.