Is there an ideal ratio of sales reps to sales managers? That's a question I sometimes field. Based on my work with over 500 sales organizations, I have an opinion. Join me as we explore the answser.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

In a misguided attempt to stay busy and see as many people as possible, too many sale people subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential "things to do," and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities. In other words, sales people must now engage in strategic planning.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

After leaving school at 15, Larry Gould eventually built a $100 million company. His story will inspire and motivate you. Listen as I interview him.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

The best salespeople systematically keep track of their activity and regularly use those numbers to refine their approach. It's a best practice of the best. Not only can salespeople use the concept, but so can sales managers and Chief Sales Officers. It's a foundational step to building a sales system. Here's how to do it.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

The Sales Excellence Club

In the most trying circumstances, having a greater purpose can be a powerful mechanism to see you through. It;'s hard to imagine anuyone being successdful without one. Here's my personal story.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

The Sales Excellence Club

We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue.

Nothing is more discouraging. You've spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the business to a price-cutter.

Is there anything you can do to prevent this? Of course. Here are four proven strategies that will help you prevent your hard-earned business from disappearing into the hands of price cutting competition.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

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 of us by how we position ourselves.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you'll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com

The Sales Excellence Club

It seems like every sales team eventually confronts this issue. Should salespeople collect? Does it hinder their abillity to sell, or is it a reasonable completion of the sales process? Join me in dissecting this issue. It isn't as simple as it seems.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Learn to sell better. Check out The Sales Excellence Club

Every serious salespro and professional understands the need to continuially invest in developing themselves. But, how much is appropriate? In this session, we drill deeper into that question.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

Check out the Sales Excellence Club

The Sales Excellence Club

When I was brand new in my first professional sales position, my manager told me to "Spend 20% of your time planning and preparing for other 80%. You'll accomplish far more than if you don't." I have made that a rule that to live by for 30 years. That doesn't mean that you take every Friday off. But it does mean that you discipline yourself to adhere to a cycle of planning events and processes.

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Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.

The Sales Excellence Club

Goal - setting

Personal goal setting