B2B Sales

The Sales Resource Center contains content specifically designed to help you sell better. As of today, you'll find…

1. A "best practices" behavior assessment for B2B sales people. Use it to assess your strengths and weaknesses, and create an individualized plan for improvement.
   
   
2. 20 Clusters. Examples:
   
   
   • Dealing with difficult customers
     
   • Selling more effectively in a down economy
     
   • Penetrating key accounts
     
   • Persuasive presentations
     

1. 76 Pods. Examples:
   
   
   • Basics of negotiating for sales people
     
   • Differentiating yourself from the competition
     
   • Effectively handling the price objection
     
   • Handling objections
     
   • Mastering the creative cold call
     
   • Persuasive presentations
     
   • Strategic planning for sales people
     
   
   
2. Two courses.
   
   
   • First Steps to Success in Outside Sales
     
     • 12 interactive lessons
       
     • optional exam and certification
     
     
   • The Kahle Way® B2B Selling System
     
     • 16 interactive lessons.
       
     • optional exam and certification.
       

5. 63 PIQS. Statements of problems, issues or questions from the sales person's perspective. For example:
   

   Title: Preparing to handle the price objection.
   PIQ: I'm not sure how to respond when someone questions my price.
   Recommendations: Pod #: Pod-23, Cluster #: CL-11, Pod #: Pod-16, Pod #: Pod-42.

   This allows the sales person, or the sales manager, to select learning units based on specific challenges and issues.
   

6. A growing number of Learning Action Plans.
   
   Specific, step-by-step series of learning units designed to address a specific issue at the company or sales force level. As of today, we have 17 Learning Action Plans in The Sales Resource Center™, and more are added regularly. Click here to see the list.
   
   For example:
   

   Your Situation: My sales people are content calling on their regular contacts. They need to expand the business by creating new customers.
   
   Our Solution: Learning Action Plan #3:
   
   This allows the sales manager to create specific learning plans for an individual or group with almost no preparation on his part.

7. Exams and certifications for

   First Steps to Success in Outside Sales
   The Kahle Way B2B Selling System

These add a degree of professionalism to the sales force, and ensure that your sales people know how to do their jobs better.

How you can use it:

1. To train every new sales person.
   
   
   1. Assign the course: First Steps to Success in Outside Sales.
      
   2. Review the results.
      
   3. As an option, require our certification exam.
      
      
2. To prescribe individual development plans for the sales people who need special attention.
   
   
   1. Require the assessment.
      
   2. Review the recommendations and assign a set of them.
      
   3. Monitor the results.

Or: Use our PIQS or Learning Action Plans (LAPS) to pinpoint specific
training.

3. As a resource for sales training sessions which you facilitate.
   
   Many of the Pods are designated by a "–t" in the number. This indicates a training pod, with specific directions for the facilitator to hold a one – two hour interactive training session. You'll have material for sales meetings forever.
   
   
4. To take the entire sales force through a sales system training course.
   
   

   Require completion of the course:

   The Kahle Way® B2B Selling System
   16-session training courses

   Part 1: Getting Ready (Five planning disciplines)

   Part 2: Getting to it. (Four interactive competencies)

5. As part of a blended approach, meshed with a live sales training workshop.
   

   Contact us and we'll design a custom program for you.
   
   You will embed the behaviors and attitudes taught in the seminar into the mindsets and routines of your sales force.

6. To embed the Kahle Way® Selling System into your company.
   

   What it is: A proven system to gain new customers, more fully penetrate existing customers, and add new gross profit in the next six months.

   It involves:

   1. Training the sales managers in the Kahle Way Sales Management System.
      
   2. Training the sales people in the Kahle Way Selling System.
      
   3. Orchestrating a set of action plans.
      

   Those companies who have implemented it have reported a 4,050 percent return on investment in the first six months alone.

Contact us for more information