Best Salessystems Podcasts (2025)

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When Yesterday's Sales Strategies Hold You Back 11:59

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1d ago11:59

11:59

Our world is moving so fast that many businesses are suffering because of practices that were fine in the past, but are now obsolete. Check out these common practices and their more effective alternatives. ********************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople wi…

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Pro-active Calls From Re-active People? 8:29

9d ago8:29

8:29

Wouldn't it be great if your reactive people could make some out-bound proactive calls? That's the situation a listeners described in a Q&A from a sales leader. My response may surprise you. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical act…

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How To Help a Salesperson Who Has Lost Interest 9:25

16d ago9:25

9:25

You have an experienced salesperson who seems to have lost interest in the job. What do you do? That's the question asked by a sales manager. Listen to my response -- four specific possibilities. ***************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical ac…

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How Do I Make Good Service More Tangible? 13:31

23d ago13:31

13:31

How do I make service more tangible to our customers? That’s a question I received from a sales manager. My response is a step by step process. *************************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate …

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Is The Bible A Self-Help Book? 28:30

1M ago28:30

28:30

Entrepreneur Mark Gerson maintains, in his new book, "God Was Right" that the first five books of the Bible -- the Torah -- contain all the information one needs to be successful in life and in business. Join me as I explore this with him, and gain a couple Biblical insights into success. ************************************************************…

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How To Fund Your Business Expansion -- Five Options 15:39

1M ago15:39

15:39

Chances are, if your business is at all successful, you are going to the issue of funding your business growth: a larger space, more computers, more sophisticated software, and more equipment. You’ll have to buy raw materials, build your inventory and hire additional people. You’ll need to invest in continual training and developing your people. Ho…

1
Get Important! 10:07

1M ago10:07

10:07

In a world characterized by over whelming distractions and the constant temptation to a transactional view of sales, “getting important” can provide focus, purpose and incredible rewards for those who can execute. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspe…

1
Handling Salespeople's Comfort Zones 11:03

2M ago11:03

11:03

Sooner or later, almost every B2B salesperson slides, often unknowingly, into comfort zones. They find themselves doing the same things, almost mindlessly, because they have become comfortable. Here’s how to deal with this, from a sales manager’s point of view. ************************************************************************* Dave Kahle’s g…

1
Is There a Good Time for Sales Training? 12:37

2M ago12:37

12:37

Here's a question I received from a sales manager -- Q. I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year, I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be the right time? Listen to my re…

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When Should You Fire A Salesperson? 10:32

2M ago10:32

10:32

Sooner or later, almost every sales manager must face the difficult decision as to whether or not to terminate the employment of a salesperson. In this podcast, I provide some principles to help you with that decision. ************************************************************************** Dave Kahle’s goal is to provide sales leaders and small …

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Supercharging Your Personal Development 8:28

2M ago8:28

8:28

One of the best ways to supercharge your personal development is to set goals. In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive. *********************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical a…

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Depressed & Unmotivated? Here's How to Fix It. 15:55

3M ago15:55

15:55

Every professional and field salesperson must deal with discouragement when something goes poorly. The challenge is to keep motivated, even in the face of adversity. Here’s a proven three-step process to help you. ************************************************************************* Dave Kahle’s goal is to provide sales leaders and small busine…

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How to Sell Commodities 11:27

3M ago11:27

11:27

How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and, therefore, resort to discounting. Here’s a proven, effective approach. *****************************************************************…

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What Do You Look For When You Hire A Salesperson? 11:00

3M ago11:00

11:00

Which of these two choices is more likely to result in an effective salesperson: Hiring someone with technical expertise or industry experience and training them to become a salesperson Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job? Join me as I dissect this question. ***************…

1
How to Amplify Your Sales With A Simple Metric 16:52

3M ago16:52

16:52

We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers. Sales is about people, not money. By giving an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales and finances. In this article, I…

1
The Single Most Powerful Sales Initiative 15:08

4M ago15:08

15:08

There are lots of things you can do to improve your sales - both individually as well as corporately. However, one initiative rises to the top as the one that will make the biggest impact on a person's and a company's sales productivity. In this podcast, I answer a sales manager's question, and detail the step-by-step process to implement it. *****…

1
Hiring Your First Salesperson? Four Recommendations 10:04

4M ago10:04

10:04

I can unequivocally state that there is a 99% chance that you will have a miserable, time consuming, disappointing experience when you attempt to employ your first salesperson. In this article, I show you why, and provide some ways to improve the likelihood of making a good hire. *********************************************************************…

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An Out-of-the-box Learning System that Will Transform Your Team's Development 10:50

4M ago10:50

10:50

Many businesspeople are confused about how to invest in developing themselves and their employees. In this post, I share some out-of-the-box thinking that can provide you with a strategy for development that will change the trajectory of your business. ************************************************************************** Dave Kahle’s goal is t…

1
Are Internal Hindrances Holding You Back? 8:21

4M ago8:21

8:21

Very often, the reason we don’t meet our potential is less our lack of skills and more the internal hindrances that inhibit our performance. In this podcast, we uncover this truth, and help you apply it. ************************************************************ Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical…

1
Discontent is the Beginning of Growth 7:53

5M ago7:53

7:53

For 30 years I’ve been training B2B sales forces to sell better. I’ve noticed this – that any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach. Of the remainer, some will try to apply some of the lessons, and others will fail to adjust their behavior at all. What is it that distinguishe…

1
Interview with Steve Miller 25:43

5M ago25:43

25:43

"What do people think about you when you are not there?" That's Steve's definition of what a personal brand is. Join me as I dig into the details of creating and managing your personal brand in this interview with Steve Miler. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and sma…

1
Fixing the Primary Sales Obstacle in Your Sales Efforts 12:34

5M ago12:34

12:34

: I’ve learned some lessons in my 30+ years of sales consulting. One is this: There is almost always a bottleneck in a company’s sales systems. Typically, the executives are too involved with the trenches to take a big picture perspective and identify and fix the bottleneck. In this piece, I look at three business models: Solopreneurs, small sales …

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Q & A for Sales Managers: Boring Sales Meetings 12:43

5M ago12:43

12:43

Sales meetings don’t have to be boring. You can organize better sales meetings with just a little bit of revised thinking. I’ll show you one way to do that in this podcast. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that…

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Five Higher-Order Sales Practices That Most Salespeople Never Master 14:54

6M ago14:54

14:54

What sets the best salespeople apart from the masses? I’ve pursued that question for a lifetime. Here’s my answer. ************************************************************************ Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance…

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Interview with Paul Graeve, The Data Coach 24:24

6M ago24:24

24:24

Paul Graeve, the founder of the Data Group, shares unique insights on the role of data in a business. You'll gain some insights and ideas that may transform our business. **************************************************************** Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma…

1
Entertaining Strategically 11:15

6M ago11:15

11:15

The idea of entertaining your customers is often an after-thought for many entrepreneurs and salespeople. From my experience, strategically entertaining your customers is one of the best things you do. Join me to unpack this issue and gain several ‘how-to- tips. ************************************************************************* Dave Kahle’s …

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When Fixing Things Is Not The Best Idea 11:09

6M ago11:09

11:09

When something needs fixing – a process, a person, a piece of hardware or software, -- we often seek to fix the problem and bring that thing back to where it was before we became aware of the problem. In other words, we seek to restore the previous status quo. But what if that isn’t the best idea? Join with me as we unpack this concept – one of the…

1
How Important Are Sales Managers? 10:59

7M ago10:59

10:59

Sales managers are the glue that hold sales forces together. Yet, they are often the least trained of any job title in the world of sales. Let’s do a deep dive in how important they really are. ********************************************************************* Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical …

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When Solving Problems Isn't a Good Idea 8:49

7M ago8:49

8:49

We have learned to immediately react to a problem by trying to fix it. But what if, in our rapidly changing world, fixing a problem isn’t the wisest reaction? Let’s explore another possibility. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales perfo…

1
How to Use Simple Metrics to Amplify Your Sales 16:31

7M ago16:31

16:31

We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers. Sales is about people, not money. By putting an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales and finances. In this article, …

1
Most People Don't Think 9:46

7M ago9:46

9:46

For 30 years I’ve been training B2B sales forces to sell better. I’ve made some observations about the 25 most important lessons I’ve learned. In this post, I will describe one of them: Most people don’t think deeply. Join with me as I unpack this. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable idea…

1
How To Identify & Eliminate Your Primary Sales Obstacle 14:31

8M ago14:31

14:31

Almost every B2B sales organization has a Primary Sales Obstacle – one place in their sales efforts where some improvement will make a disproportionately large impact on sales. In this post, I describe the reasons why the obstacle exists, identify the most common obstacles for three different business models, and offer solutions to each. **********…

1
Sales Presentations -- The Three Biggest Mistakes Salespeople Make 13:17

8M ago13:17

13:17

Too many salespeople make the same mistakes repeatedly in their sales presentations. Unfortunately, most are not aware of those mistakes – they just don’t know what they don’t know. In this podcast, we uncover the three most common mistakes and offer solutions to them. Dave Kahle’s goal is to provide sales leaders and small businesspeople with prac…

1
Learning from Failure 10:28

8M ago10:28

10:28

If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s unpack this. Dave Kahle’s goal is to provide sales leaders and small businesspeople with prac…

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Are You Resistant to Change? 9:17

8M ago9:17

9:17

It’s human nature to resist change. But, in our rapidly changing times, mindlessly grasping onto the status quo can lead to mediocrity. If we are going to survive and thrive in these times, we need to relentlessly examine our hold on the way things have been and consider better approaches. Dave Kahle’s goal is to provide sales leaders and small bus…

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Are You Neglecting The Most Powerful Long Term Sales Strategy? 10:41

8M ago10:41

10:41

There is a powerful strategy that most B2B salespeople, and B2B organizations, ignore. That’s too bad, because it is one of the most powerful ways to build long-term positive relationships. Let me show you how to leverage satisfaction. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma…

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Are You Using Snippets to Improve Your Sales Conversations? 10:29

9M ago10:29

10:29

Snippets are powerful tools for a professional salesperson. You can use them in multiple places in the sales process, improving every piece. This article examines the what’s how’s and why’s of using snippets. Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on y…

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Why Great Salespeople Often Make Mediocre Sales Managers 7:33

9M ago7:33

7:33

We’ve all done it. Promoted a good salesperson, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results, and the sales managers are confused and frustrated with the lack of achievement of their teams. *************…

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I Have Great Relationships With My Customers 9:47

9M ago9:47

9:47

“I have great relationships with my customers.” That is one of the most debilitating myths around -- one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a salesperson anywhere who doesn’t, to some extent, believe it. Let’s look a little deeper a…

1
Lessons from American Idol and Shark Tank 9:25

9M ago9:25

9:25

There is a great lesson for businesspeople in the struggles of contestants on American Idol and Sha k Tank. .There is a fine line between perseverance and self-delusion. Understanding that difference can make a huge difference in a life and a business. Here are some tips on making the distinction. Dave Kahle’s goal is to provide sales leaders and s…

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Afraid of Hearing "No:? 9:08

10M ago9:08

9:08

A question from a sales manager: "Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps them involved with customers who aren’t interested and …

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How to Maximize The Power of a Sales Call 18:13

10M ago18:13

18:13

There are a lot of misconceptions about sales and what constitutes a good sales call. Whether you are a professional salesperson, or you find yourself in a situation where you must convince people to do business with you – say a solopreneur, or small business person -- you need to manage a good sales call. In this podcast, I present a couple of eas…

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Managing High Expectations 7:45

10M ago7:45

7:45

Review my answer to this question: Here’s a question about best practices for B2B sales and sales leadership that I struggle with almost daily. I’m definitely known for having very high expectations that aren’t so easy to meet. I wondered if you could elaborate on what strategies you have seen succeed regarding this, because while I’m sure open to …

1
What We Can Learn From The Best Salespeople 9:51

10M ago9:51

9:51

Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? And, can we learn from them? Dig into this issue and develop a plan to enhance your career. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presen…

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Maximizing Sales Efficiency: Key Economic Metrics Every Leader Should Know 18:23

11M ago18:23

18:23

Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amount…

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Bothered by an Underperforming Sales Team? 12:43

11M ago12:43

12:43

Sales leaders who don’t have the ability to direct their sales force are at a strategic disadvantage. It’s hard to grow a successful business if the salespeople won’t take direction. In this post, we explore that and offer a solution. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 4…

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Mastering The Basics of Selling 13:51

11M ago13:51

13:51

There have been hundreds of books written about sales, each trying to make a case for their particular nomenclature. Yet, at the most basic level, sales is a relatively simple process. In this excerpt from one of my books, I share the simple sales process. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13…

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How Many Sales Calls Should a Salesperson Make? 13:22

11M ago13:22

13:22

This is my answer to a question submitted by a sales manager: How many sales calls should a salesperson make? The answer may surprise you. 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 podc…

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How to Excel at the Most Important Sales Process 13:25

12M ago13:25

13:25

Probably the most common sales process in the B2B world is ‘creating a client”. That’s my terminology for influencing a customer to buy routinely and repeatedly from you. Every organization and every salesperson can do it better. Here’s some insights on how to. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has author…

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Hiring Your Next Salesperson -- You Can Do Better 12:30

12M ago12:30

12:30

The decision about who to hire for a sales position is one of the riskiest and potentially costly decisions a sales manager will make. Over my 30 years as a sales consultant, I’ve learned some lessons. Here are some of the best practices to help you make it better. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has au…