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Practical Wisdom from Kahle Way Sales Systems

We apply 30 years of practical experience to help sales people sell better, and sales leaders lead better. 

Sep 27, 2019

Becoming one of the master salespeople -- the top five percent in the industry -- doesn't happen by chance.  It is the result of a disciplined approach to the project of improving yourself.  In this podcast, I share some of what I've learned over my career as a salesperson and sales authority.  Compare yourself to the...

Sep 19, 2019

One of the most common thing sales people hear is: ”I’m happy with my current vendor.”  In other words, “If it ain’t broke, don’t fix it.”  Here’s how to respond.

Sep 12, 2019

Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call.  It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions.


Sep 5, 2019

Customers always create a perception about the sales people who call on them.  Sometimes this perception works for us, and sometimes it works against us.  By intentionally influencing our position with the customer, we can influence the customer’s perception and impact the sale.  We can influence the customers’ view...