Dave Kahle Wisdom

An Out-of-The-Box System That Will Transform Your Team’s Development

An Out-of-The-Box System That Will Transform Your Team’s Development

by Dave Kahle Some time ago, one of my clients challenged me to record the 20 most important lessons I’ve learned.  After a great deal of reflection, I eventually came up with 25.  This is one.           As I was just beginning to build my consulting practice, I...
The Stealth Cause of Lackluster Sales

The Stealth Cause of Lackluster Sales

by Dave Kahle            Here’s an issue sales managers confront all too frequently.  You just introduced a new product.  At the sales meeting, the salespeople seemed excited.  Yet, it is three months later, and nothing’s been sold.  What’s up?           Or you work...
Expectations in Sales Management: They Are Not You – One of The 25 Most Important Things

Expectations in Sales Management: They Are Not You – One of The 25 Most Important Things

by Dave Kahle I was in the first year of my first management job and experiencing growing frustration. I was continually disappointed in what I perceived as a lack of motivation in my charges.  Not only that, but they just didn’t have the same degree of...
B2B Sales: Narrow Your Focus, Multiply Your Business

B2B Sales: Narrow Your Focus, Multiply Your Business

by Dave Kahle            In my earlier life, I had seven sales positions during the time from age 18 to 34.  The last was selling for a hospital supplies distributor.  I was given a territory that had about $10,000 in existing business, and 77 accounts.  Every year...
How Important are Sales Managers?

How Important are Sales Managers?

by Dave Kahle I have a notoriously bad memory, to the point where I am often the butt of incredulous comments from my spouse and grown kids.  “Don’t you remember when we did this?” they’ll ask.  “No” I respond.And yet, remarkably, I can remember each of the seven...
Can the Classics Still Close Deals? My Journey with Tried & True Sales Tips

Can the Classics Still Close Deals? My Journey with Tried & True Sales Tips

Let’s face it, the sales world can be a whirlwind. New trends emerge every day, promising to revolutionize how we connect with customers. But sometimes, I find myself going back to the basics – the tried-and-true sales tips that have served me well for years....
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