Practical Wisdom from Kahle Way Sales Systems

Communicating price increases can be tricky. Here are some proven ways to do it.

At its most fundamental level, business is always and only about three things: Money, people and systems.

There is a huge body of content revolving around money in business.

When it comes to people, as an element in business, there is an equally impressive body of knowledge and infrastructure.

When it comes to systems, however, there is not nearly the quantity and quality of conversation. And yet effective systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds. Good systems are where the company's financial assets intertwine with the people to produce results.

Here's a question sent it be a sales person:

"My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it's voicemail. What's your opinion of this?"

Listen as I respond to this question.

Should sales people collect past due receivables? This is a nitty-gritty question for B2B sales forces. Listen as I unpack an answer.

This is a question from a listener on 'being the best.' My answer may inspire you. Dig into the issue of what it takes to 'be the best' at this profession.

It is the information age, and the way that you manage and use information can make a significant difference in your results. In this session I'll provide you some insights on how to manage information to gain a competitive edge.

It's the bain of B2B sales -- backorders. Our lives would be so much simpler if there were no backorders. But there are. Here's some wisdom on how to manage the inevitable backorders more effectively.

Far too many sales people spend far too much time with customers and prospects that, frankly, are just not worth that time. One way to prevent that is to rank them all into A, B & C categories in a disciplined and methodical way.

Can a sales person push too much? And, if so, what happens? How can you tell if you are pushing too much and too far?

Let's think this through together.