Practical Wisdom from Kahle Way Sales Systems

In recent years, I've seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate. I'm afraid that much of the adult population in this country has become so conditioned to sound bytes, texts and tweets that they have lost the discipline to "do the work." Like an unused muscle, their ability to concentrate has atrophied. On one hand, that is alarming. On the other, it is a tremendous opportunity for you.

"Success," like "beauty" is a slippery term whose definition depends, in some significant way, on the perspective of the observer. In this article, I unpack the definition of success for a salesperson.

Failure can be a powerful influence in building our character. In this podcast, we look at a couple notable failures and consider the relationship between failure and the powerful character traits of pride and humility. This can impact your life and your career.

We are all guilty of projecting our values onto our customers. If we think nothing is worth the stated price, we subconsciously project that attitude onto our customers, and find ourselves constantly discounting.

There is a fine line between perseverance and self-delusion. Understanding that difference can mean the difference between years of frustration on one hand, and success and fulfillment on the other. Here are some tips on making the distinction.

While we can't change the competition, we certainly are responsible for our attitudes and behaviors toward the competition. What we say and how we act about the competition can have a daily bearing on our bottom lines. Here are seven specific tactics to help you deal effectively with the competition.

Growing your sales is a goal for almost every business. The challenge is so great, however, that is spawns lots of misguided methods. Here are the four most common mistakes sales leaders make, from a consultant who as worked with hundreds of them.

"When do you give up on trying to see an account?" There is no one definitive answer, but there are six specific practices that you can apply to gain that first meeting with a prospect.

Why is it so difficult to change our behavior? Why are managers and leaders frustrated in trying to help people do better and sell better? The stealth cause is an aspect of human nature that is rarely acknowledged and even more rarely overcome. I'm drilling deeper into the issue and offering some solutions.

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.