You will get the best practices of B2B and Wholesaler Distributor online sales training in a simple and understandable sales system. Our Immersion Methodology is unique and delivers the content in bite-size pieces. Application exercises help embed the processes and practices into sales behavior. Our monthly AEF meetings (Accountability, Encouragement, Follow-Up) ensure that the concepts are turned into changed behavior. As a result, we provide exceptional results. 100% Free Preview.
For over 30 years we have helped B2B sales teams perform at higher levels. We’ve compiled a set of the most effective principles, processes, practices and tools into a B2B selling system that can enhance a career and transform a sales team. Read the testimonials. Our results are exceptional! We don’t just teach you to sell, we empower you to Sell Better.
Few sales trainers understand the unique challenges of the wholesaler distributor sales process. For decades we’ve empowered distributor salesforces with a selling system that is based on the unique sales process of multiple calls, with multiple products, to a defined customer base. We’ve compiled a set of the most effective principles, processes, practices and tools into a wholesaler distributor selling system that can enhance a career and transform a sales team. Read the testimonials. Our results are exceptional! We don’t just teach you to sell, we empower you to Sell Better.
We enhance our online sales training courses with: weekly content to keep it on top of the salesperson’s mind, application exercises to help him / her convert the ideas into action, and monthly AEF (Accountability, Encouragement, Follow Up) meetings to embed the system into habits to last a lifetime. The results are exceptional.
The world is full of online sales training programs that transmit information. We change behavior. We begin with powerful, proven content, communicate it expertly, deliver it with our unique Immersion methodology, and combine it all into a system that changes behavior and transforms a company’s sales culture.
Most sales training courses focus on the basics of selling. We go way beyond that to provide proven practices, processes and tools into a selling system that brings exceptional results. Our content has been proven with hundreds of companies, thousands of sales managers, and thousands of salespeople. Our methodology is unique and focuses on changing the salesperson’s behavior and instilling habits that will enhance a career for a lifetime. Other people can teach you to sell. We empower you to Sell Better!
Way beyond the basics, we provide higher-level sales skills to vault results to exceptional levels. Lots of people can teach you the basics of selling. We enhance those basics with proven strategies to target accounts, acquire new customers, penetrate key accounts, manage time more strategically, and more. The results put our training in a class by itself.
Step-by-step, how-to processes for building relationships, penetrating key accounts, targeting accounts, acquiring new customers, strategically managing time,and key sales skills. It’s one thing to know it and it is another to be able to do it. Our online sales training focuses on changing behavior with our how-to processes.
Ultimately, the job of the field salesperson and the inside salesperson is to bring revenue into the company. We equip them with a selling system composed of powerful principles, the best practices of their jobs, how-to processes, and proven tools to help them excel at their jobs. Our training goes beyond training people for their jobs, we train them in how to do their jobs well.
Focusing on core and higher level sales competencies, we provide content that can enhance a salesperson’s efforts no matter how much experience he/she has. Our sales training programs are equally impactful for novices and well established salespeople. All of this is focused on embedding practices that will change behavior and bring greater results for a lifetime.
Our online sales training Selling Systems focus on core and higher level competencies that can be applied to every selling situation. Our courses address the most common sales challenges such as: acquiring new customers, time management, and sales management. We can equip your team to overcome any sales hurdle.
“30% year on year incraese” – Adam Peterson, President, Real IT Solutions
“20% increase… biggest year ever… up 73% in key accounts” – Courtney Enser, VP of Sales, Millcraft
“Transformed our company” – Gabriel Curry, President, Hub Industrail Supply
“five-fold increase…” Jeff Short, K&W Tire Company
Watch some testimonials and interviews recently recorded with real clients.
SELL BETTER! FREE Selling Magazines for Business Owners, Sales Managers, and Sales People. Provides a weekly dose of education, inspiration and motivation. www.davekahle.com/subscribe-daves-e-zines
FREE SALES TIME MANAGEMENT RESOURCES / TIPS & TRICKS Scroll to the bottom of this page: www.thesalesresourcecenter.com/salestimemanagementcourse
HOW TO KREATE KAHLE’S KACULATION One of our most popular FREE eBook downloads. This is an e-book and a step-by-step process to calculate a salesperson’s productivity. Take all the guess work out of evaluating a salesperson’s performance by objectively measuring his/her productivity. www.thesalesresourcecenter.com/kahles-kalculation-sales-productivity-measurement
HOW TO SELL ANYTHING TO ANYONE ANYTIME SELF-ASSESSMENT Based on the book which became a world-wide phenom, this assessment allows anyone to objectively evaluate their selling system and their personal selling skills. www.davekahle.com/sign-htsaaa-assessment
THE FIVE MOST COMMON MISTAKES DISTRIBUTOR SALES PEOPLE MAKE, AND HOW TO AVOID THEM (FREE eBook) Most sales trainers have no understanding of the unique challenges of the wholesaler-distributor salesperson. We’ve worked with thousands. Here’s some of what we have learned. www.davekahle.com/sign-five-mistakes-distributors
PROFILE OF A PROFESSIONAL SALES MANAGER (FREE eBook) Many sales managers struggle because they have no clear model of what a great sales manager looks like. This eBook fixes that: www.davekahle.com/great-sales-management-techniques
SELL BETTER! (FREE eBook) Understand sales systems from the perspective of the chief sales officer www.davekahle.com/sell-better-book
SIX STEPS TO AN EFFECTIVE SALES PROCESS All too often, salespeople are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem or some paperwork to which you need to attend. They find themselves busily pursuing an agenda created by other people. They are busy, but too often with the wrong things. The best salespeople, however, understand that sales happen as a result of methodically managing people through certain well-defined steps in a sales process. www.thesalesresourcecenter.com/effective-sales-process
ARE OUTSIDE SALESPEOPLE OBSOLETE? For generations, outside salespeople thrived on face-to-face relationships. Their approach to the job was to get in the car and go see people. The world is full of businesses who have grown on that sales model. Until recently. The Covid lock-down has turned the world of outside salespeople upside down. All at once, field salespeople found themselves locked out of their customer’s building. They couldn’t see their customers face-to-face. Those who were resourceful fell back on the phone and embraced video technology to attempt to stay in contact with their customers. They discovered that it was an almost entirely new skillset, with new rules and new processes. www.thesalesresourcecenter.com/outside-salespeople-obsolete
SIX KEYS TO BEING A PROFESSIONAL SALESPERSON SALES LEADERS Often lament the lack of professionalism in the world of sales. Let’s take a close look at what it means to be a professional sales person. www.thesalesresourcecenter.com/6-keys-to-being-a-professional-salesperson
Q&A FOR SALES MANAGERS: COMMUNICATING EXPECTATIONS Our response to this question: Your Ezine referenced something 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 changing my attitude, I’m not thrilled with lowering my expectations. I’m overly driven…and not far from driven crazy! www.thesalesresourcecenter.com/sales-leaders-communicate-expectations
MYTHS OF B2B SALES: GREAT RELATIONSHIPS “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 at the belief and its consequences. www.thesalesresourcecenter.com/myths-business2business-sales-1-great-relationships-2
HOW CAN I SELL WHEN I’M NOT THE LOWEST PRICE? I wish I had a dollar for every time I was asked that question in a sales training session. First, let’s start with this premise: “Low price” is not the main reason people buy! In every survey of buying motivations I’ve ever read, low price is never the primary motivation. Yes, it’s important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price. www.thesalesresourcecenter.com/can-sell-im-not-lowest-price
NINE TIPS FOR DEALING WITH ANGRY CUSTOMERS It is easy to work with people you like, and it is even easier to work with people who like you. But that’s not always the case. Sooner or later, you’ll have to deal with a difficult customer. Here’s a set of proven principles and practices to help you. www.thesalesresourcecenter.com/nine-tips-dealing-angry-difficult-customers
THE QUESTION IS THE KEY! If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better sales questions. A series of better sales questions provides you leverage and a competitive edge at every stage of the sales process. www.thesalesresourcecenter.com/the-question-is-the-key-2
STRATEGIC PLANNING FOR SALESPEOPLE 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. www.thesalesresourcecenter.com/podcast/strategic-planning-for-salespeople
THINK A LOT! Salespeople are overwhelmed with too much to do and not enough time in which to do it. Something must change. The best way to take control of your time is to change the way you think and the amount of time you spend thinking. In this post, we share three specific ways to do that. www.thesalesresourcecenter.com/podcast/think-a-lot
ADVERSITY There is something about adversity that has the power to linger forever in our memories, shaping our character and molding our behavior for the rest of our life. We can use it to grow and become better people, if we let it. www.thesalesresourcecenter.com/podcast/adversity
ENTERTAINING YOUR CUSTOMERS STRATEGICALLY The idea of entertaining your customers is often an after-thought for many sales people. 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. www.thesalesresourcecenter.com/podcast/entertaining-your-customers-strategically
IS THE SYSTEM THE SOLUTION? “I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably am not going to learn anything from you.” How valid is this position? Does every sales person have a unique style of selling? Are they just trying to hide from accountability under the cover of individual “style”? Or is there some other explanation? www.thesalesresourcecenter.com/podcast/is-the-system-the-solution
CAN YOU PUSH TOO FAR? My response to this question: How do you know how far to push a sale without overstepping your bounds and threatening the sale and/or the relationship with the customer? Some practical wisdom to guide you. www.thesalesresourcecenter.com/podcast/can-you-push-too-far
GETTING THE ‘LAST LOOK’ Q. How do I ensure that I get the last look in a competitive bid situation? The writer of the question wants the ability to go in after the bids have been submitted, to look at the competitive bids or at least the lowest bid prices, and to change his/her prices in order to be awarded the business. I have responses for this on several different levels: 1. Avoiding a bid situation to begin with. 2. Making a last look unnecessary. 3. When all else fails, insuring that you get a last look. www.thesalesresourcecenter.com/podcast/getting-the-last-look
INTRODUCTION TO SALES SYSTEMS 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. www.thesalesresourcecenter.com/podcast/introduction-to-sales-systems
REVIEW MORE OF DAVE’S PODCASTS HERE: https://www.davekahle.com/podcast-overview
Sales Books – www.davekahle.com/books
The Kahle Way® B2B Selling System – www.thesalesresourcecenter.com/immersion-b2b-sales
The Kahle Way® B2B Advanced Selling System – www.thesalesresourcecenter.com/immersion-b2b-online-training-sales-excellence
The Kahle Way® Distributor Selling System – www.thesalesresourcecenter.com/immersion-distributor-sales
The Sales Master’s Approach to Acquiring New Customers – www.thesalesresourcecenter.com/immersion-get-new-customers
STRETCH – The Strategic Time Management Course for B2B Salespeople – www.thesalesresourcecenter.com/salestimemanagementcourse
The Kahle Way® Sales Management System – www.thesalesresourcecenter.com/kahle-way-sales-management-system-course
The Short Course in Sales Systems – www.thesalesresourcecenter.com/sales-systems-short-course