91 episodes

We apply 30 years of practical experience to build sales forces and empower Christian businesses to become more of what they can be.

Kahle Way Growth Systems Dave Kahle

    • Management

We apply 30 years of practical experience to build sales forces and empower Christian businesses to become more of what they can be.

    Beliefs that Hinder Sales Performance: #4 -- Passion

    Beliefs that Hinder Sales Performance: #4 -- Passion

    This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating countless thousands of salespeople, sales managers and chief sales officers.

    • 10 min
    Beliefs that hinder salespeople - #3: Good Talkers

    Beliefs that hinder salespeople - #3: Good Talkers

    Good salespeople are not good talkers. Rather, they are good listeners, good thinkers, and hard workers. Good talkers generally make mediocre sales people.

    • 6 min
    Beliefs that Hinder Sales Performance #2 -- Problem Solver

    Beliefs that Hinder Sales Performance #2 -- Problem Solver

    Over my 35 years of helping B2B sales forces to sell better, I have noticed a certain set of beliefs that crop up pretty regularly. These are unquestioned beliefs that serve to hinder a salesperson’s performance. This is the second in a series where I expose those beliefs: Good salespeople are good problem solvers.

    • 9 min
    Beliefs that hinder salespeople: I must believe in the product

    Beliefs that hinder salespeople: I must believe in the product

    Over my 30 years of experience working with B2B salespeople, I have discovered that there are certain common beliefs that most sales people never question, and yet which hinder their performance.  In this first of series, I identify and discuss one of the most common:  "I must believe in a product in order to sell it."

    • 9 min
    Myths B2B Salespeople Tell Themselves #1 -- Great Relationship

    Myths B2B Salespeople Tell Themselves #1 -- Great Relationship

    The sales profession is replete with myths that salespeople tell themselves, and then believe, that hinder their performance. This is the first of series on these myths. In this piece, we look at the idea that “I have great relationships with my customers.”

    • 9 min
    What American Idol can teach sales professionals

    What American Idol can teach sales professionals

    We’ve all seen the contestants on American Idol – some of which are horribly self-deluded. They think they have talent when they don’t. Unfortunately, that trait of self-delusion is common among more than American Idol contestants. Join with me as I dig into this issue and see to what degree you may be suffering from it.

    • 8 min

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