The Best of Dave Kahle Posts for the Month of March

Published: Sat, 03/31/18

Accepting Responsibility for Your Sales Success

...What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? What is the fundamental building block for individuals which, more than anything else, equips them to successfully implement change?

It is something that is becoming increasingly rare — a motivating sense of personal responsibility. That is, a deep and abiding belief that one is responsible for one’s own behavior as well as the consequences of that behavior.... [read more]

Managing Information

The sheer volume of information coming at you is like an approaching tidal wave. If you don’t create some safe haven for yourself, you’re going to be rendered ineffective by the absolute mass of information.

Imagine how many precious selling hours you could waste each week if you don’t harness that tidal wave of information. Or, imagine the time robbed from your family and personal life by the time it takes to handle more and more stuff....[read more]

Q&A for Sales Leaders: Straight Commission

I do have some thoughts about the “straight commission environment.”

I spent much of my adult life as a sales person working on 100% — “straight commission.” I would not have had it any other way. However, as a consultant and sales educator, I’m generally not in favor of 100% commission programs... [read more]

How Well Do You Know Your Customers?

Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?” Once again the answer was a glazed look and some mumbling about information in the credit department...[read more]

Sales Training Shouldn’t Be This Easy

Subscribe your sales force to our B2B Selling System, and each week they’ll receive an email prompting them to do one of these:

Listen to a podcast
Watch a video
Read a blog post
Do an application exercise
Talk to your peers and manager about the experience

The result? Improved results with minimum effort.

Other people can teach you to sell. We empower you to sell better.

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Are You Developing Leaders in Your Business?

Almost all the great leaders in the Bible were developed in business.

The implications of this pattern of truth in the Bible are staggering – prompting us to take a new view of the purpose of our business and a new vision of what we do within them.

The Pattern

First, let’s look at the pattern of creating Biblical leadership within the environment of business.

Here’s an excerpt from The Good Book on Business:

Work—and by extension, business—is so important to God... [read more]