Dave Kahle - The Best of Dave Kahle Posts for the Month of December

Published: Sat, 01/05/19

A selection of the best of Dave’s E-zines from the past month.

Four Fundamentals of Key Account Selling

Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively penetrating key accounts...[read more]

Q & A for Sales People: Are You a Lap Dog?

Question: Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night?

Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls every night from customers. I think the issue lies in your view of what the job of the sales person really is, and what strategy best brings success to the sales person...[read more]

Q & A for Sales Managers: Goals in an Uncertain Economy

Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain?

Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But that doesn’t mean that you ought to abandon the idea of focusing on measurable goals. Remember, one of the primary purposes of a goal is to identify those measurable results...[read more]

Is On-the-Job Training the Best Way to Develop a Sales Person?

In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right?

I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy who has some experience in the industry. You start him with a few days in the warehouse, have him sit in customer service for a week, and meet with whichever manufacturer’s rep happens to stroll in. You send him out with a senior sales person for a week or so. Then, he’s deemed ready to represent you, and he’s unleashed into the territory with the charge to “go forth and sell a lot.” He’ll pick it up...[read more]

Sales Management by Crises?

It doesn’t have to be that way. The truth is that very few sales managers have ever been exposed to the best practices of proactive sales management.

We can fix that. Our Kahle Way® Sales Management System has transformed thousands of sales managers, enriched thousands of sales people, and spearheaded the growth of countless companies,

“The seminar was outstanding. It was straightforward and simple to understand. We will be implementing the management system immediately. Thanks, Dave!”

– Doug Cowan, Sales Manager, Professional Salon Concepts

For years, we taught it in a live seminar. Now, we’ve made it available in an online course.

Learn More Here

Spiritual Warfare, Adversity, and Your Business

Frustrated with your business? The cause may be spiritual warfare in your business. It comes with the territory of being an effective Christian business person.

“What on earth is going on?”

That’s the question I shouted to myself in reaction to the latest setback. I was a relatively young Christian....[read more]

Past Due Receivables

News Flash! Your Christian Business Should Make Money!

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