The Kahle Way® B2B Selling System Immersion Program

Not Just Sales Skills & Techniques - A Transformation in Selling...

The Immersion Program is authored by one of the world’s most widely recognized authorities on B2B sales: Dave Kahle. Dave has written 13 books which have been translated into 8 languages and are available in over 20 countries. He has appeared in front of the conferences of 89 national associations, and personally worked with over 429 individual companies. He’s touched literally thousands of companies and tens of thousands of B2B sales people through his seminars and webinars.









In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.

As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries.  He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.

We’ll help you become a B2B sales guru!

We’ve done it with 1000’s of VPs and Sales Managers…

“Having someone like Dave Kahle on my side is invaluable.”
– Brian Balasko, Vice President of Sales, Modern Builders Supply


The content is divided into two major sections:
Getting Ready! – help sales people learn to organize and plan effectively.
Getting to It! – help sales people master the four face-to-face selling competencies.

Sixteen powerful, proven modules teach the best practices of the best sales people.
This course can change a sales person’s career.

Module 1

Introduction to the selling system and the fundamental sales success strategy for our times

Module 2

How to set goals for every area of your life, including your sales performance.

Module 3

How to become organized for success.

Module 4

The most powerful time management strategy for sales people.

Module 5

How to understand, and plan for, the penetration of key accounts.

Module 6

How to refresh and refocus yourself every month.

Module 7

Learn a unique and useful way to understand and plan for every aspect of a sales call.

Module 8

How to connect with your customer by making everyone comfortable with you.

Module 9

How to connect with your customer by building positive business relationships.

Module 10

How to prepare better sales questions.

Module 11

How to use questions more effectively.

Module 12

How to plan to increase the quantity and quality of your presentations.

Module 13

How to deliver a persuasive presentation.

Module 14

How to understand closing in a practical, common sense way.

Module 15

How to deal with your customer’s concerns effectively.

Module 16

Summary of the selling system.


EACH MONTH, sales people are “immersed” into one principle and best practice. The content is designed for the active sales person in the field, with practical exercises and applications.

EACH WEEK, every sales person receives an email containing a link to a multimedia file. In this way, we accommodate every learning style, and keep the content on the top if the sales person’s mind. Typically, they receive a video, a blog post, a podcast, a set of exercises, and an application exercise.

The SALES MANAGER receives everything the sales person does, as well as an end-of-the-month set of questions to use in a monthly AEF meeting (Accountability / Encouragement / Follow-up). These AEF meetings:
– hold the sales person accountable.
– provide an opportunity for the sales manager to share wisdom.
– allow the sales team to learn from one another.
– are 1 hour, once per month.

“Culture is changing dramatically and it’s really affecting our business model, and the way we need to adapt our business. Dave’s teachings are very practical. What really shines through is the way the managers and sales persons are brought together in collaboration. They are really working together to apply the training in ways that are yielding results. As we go through Immersion — there is a dynamic that goes beyond the lessons… because people are giving input to each other and sharing real life experiences — what’s working, and what’s not working. Immersion empowers creative problem solving and motivation. Our company is really coming together through this and it’s giving us the ability to carry our messaging throughout the entire company. I’m an extension of the ownership and the culture we want to create — and I can’t do it alone. Having someone like Dave Kahle on my side is invaluable. “

– Brian Balasko, Vice President of Sales

“I really like the structure that Immersion provide for my TSMs. This is very valuable for newer salespersons, but also for those with decades of experience. Immersion really gives my team practical tools to plan their days. Who to call on, who to target, how to get those targets in their sights, what to do, how to measure – Immersion gives my team great structure so they can set metrics and reach those goals. This has been real positive for my people.”

– Scott Helms, Sales Manager

“My team works with all levels of clientele, and we’ve really changed the vocabulary we use with our customers – and have redefined ourselves based on Dave Kahle’s Immersion system. We literally have a system now, that everybody can manage growth with. This has worked out great. We’ve defined the roles of everyone that works here and as a result we have improved and deepened the relationships with our customers. Regarding those gray areas we have to navigate such as: how to set goals, how to categorize customers and prospects, and how to set agendas – Immersion has been an incredible tool to accomplish this. We’re getting great feedback from everyone in Dave’s program, and the sales people are finding it very helpful. Immersion has given them the ability to ascertain areas they can improve in, and then giving them the necessary tools to develop their individual skills.”

– Tyler Copeland, Sales Manager

“It’s astonishing how much I learn from each lesson in Immersion, and it’s also amazing to see how much my sales persons are learning. There’s so much to grasp, but it’s fun, and the time flies by. Immersion has a lot of good structure and enough repetition to help us practically implement everything we learn. When I lead the monthly Immersion meeting, I really think through the best questions to ask my team. I always feel equipped to facilitate those meetings because the manager’s version of Immersion really sets me up for success with our Team Members. I’m always pleasantly surprised at how many of them actually understand the material and implement the work. On the rare occasion that a person either isn’t doing the work, or isn’t grasping it – I can tell – and I’m able to ensure it is clicking for them, and help them implement the Immersion tools and tactics.”

– John Mann, Branch Manager