Best Sales Wisdom Podcasts (2024)

1
When Solving Problems Isn't a Good Idea 8:49

2d 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

9d 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

16d 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

23d 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

1M 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

1M 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…

1
Are You Resistant to Change? 9:17

1M 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…

1
Are You Neglecting The Most Powerful Long Term Sales Strategy? 10:41

2M 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…

1
Are You Using Snippets to Improve Your Sales Conversations? 10:29

2M 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…

1
Why Great Salespeople Often Make Mediocre Sales Managers 7:33

2M 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. *************…

1
I Have Great Relationships With My Customers 9:47

2M 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

3M 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…

1
Afraid of Hearing "No:? 9:08

3M 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 …

1
How to Maximize The Power of a Sales Call 18:13

3M 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…

1
Managing High Expectations 7:45

3M 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

4M 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…

1
Maximizing Sales Efficiency: Key Economic Metrics Every Leader Should Know 18:23

4M 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…

1
Bothered by an Underperforming Sales Team? 12:43

4M 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…

1
Mastering The Basics of Selling 13:51

4M 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…

1
How Many Sales Calls Should a Salesperson Make? 13:22

5M 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…

1
How to Excel at the Most Important Sales Process 13:25

5M 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…

1
Hiring Your Next Salesperson -- You Can Do Better 12:30

5M 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…

1
It's Not The Salespeople -- It's Your Structure 15:25

5M ago15:25

15:25

Most conversations about improving a sales team’s productivity center around the salespeople. At the same time, it is just as effective to refine your sales system’s structure. In my 30 years of sales consulting, I’ve found that the quickest way to improved sales is through refining the structure. Join with me to unpack this idea. Dave Kahle is a B…

1
Change Your Thoughts, Shape Your Destiny 17:14

6M ago17:14

17:14

For 30 years I’ve been training B2B sales forces to sell better. I ‘ve learned some things. This is one of the 25 most important lessons’ I’ve learned – that you can choose your thoughts, and thus control your attitudes, your behavior and your destiny. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 boo…

1
Are You A Sound Bite Decision-Maker? 9:42

6M ago9:42

9:42

It seems that almost everyone wants to jump to a conclusion based on a 20-second sound bite solution, instead of taking the more time-consuming but more accurate process-oriented path. The consequences are huge, and most people have never considered them. That’s one of the 25 most important lessons I’ve learned. Dave Kahle is a B2B sales expert, an…

1
When Your Sales Force Won't Change 8:59

6M ago8:59

8:59

In this podcast, I respond to this question: My new sales manager is having a difficult time getting our experienced sales force to execute a number of the changes we have implemented in the past year. Any suggestions? Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 …

1
Turning Ideas Into Action 13:04

6M ago13:04

13:04

How often have you gained a good idea, decided to implement it, but failed to put it into action? Our inability to convert ideas into action is a universal part of human nature. But if you could, you’d supercharge your personal and professional growth, become more confident and competent, and be more successful and fulfilled. Let’s dig into this is…

1
Dealing with Entitled Salespeople? What about Whiners? 9:45

7M ago9:45

9:45

In this session, I respond to these two questions: 1. Q. Dave, I’m a sales manager, and I’m increasingly losing my patience with salespeople who constantly whine and complain. Any thoughts on how to handle the chronic whiners? 2. How do you deal with potential sales people who think they are ‘entitled’? Dave Kahle is a B2B sales expert, and a Chris…

1
How To Defend Yourself from The Onslaught of Information 14:04

7M ago14:04

14:04

: “I’m spending more and more time dealing with information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five years ago, sales professionals were not too concerned with it. Today, it can mak…

1
Are You "Guilty of The "Popcorn" Sales & Marketing Mistake? 10:38

7M ago10:38

10:38

The world is changing more rapidly today than at any time in human history. Unfortunately, these forces of rapid change have brought a cloud of confusion to CEOs and sales executives trying to grow their businesses. One of the most common sales and marketing mistakes is a set of actions I call “popcorn.” Consider it with me. Dave Kahle is a B2B sal…

1
The Biggest Obstacle to Your Success is Inside You 11:03

7M ago11:03

11:03

Why are most people not as successful as they could be? Their greatest obstacles reside inside themselves. They continue to look outside of themselves instead of working on internal issues. Unpack this with me. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countrie…

1
Have You Grown from Your Failures? 8:27

7M ago8:27

8:27

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. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 states an…

1
Are You Hindered by Formerly Effective Sales Practices? 9:20

8M ago9:20

9:20

I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but are no longer effective. The past is everything that’s pre-2018. I still recall a poignant moment with an attendee at one of my seminars. During the break he came up to me and s…

1
Do You Hold onto Comfortable Self-Deceptions? 10:03

8M ago10:03

10:03

Recently, one of my clients recommended that I compile a series of posts on the most important lessons I’ve learned over my 30-year career as a consultant working with over 500 different organizations. This is one of them: Most people would rather believe a comfortable lie than accept an uncomfortable truth. Dave Kahle is a B2B sales expert, and a …

1
Narrow Your Focus, Multiply Your Business 9:31

8M ago9:31

9:31

In B2B sales, you always do better narrowing your focus than expanding it. Defy conventional wisdom and your own instincts and drill down into this – one of the 30 most important lessons I’ve learned in 30+ years of sales training and consulting. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, pr…

1
The Ultimate Success Skill for Our Generation 19:45

8M ago19:45

19:45

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. We often find ourselves overwhelmed, distracted and insecure. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. The only sure way to de…

1
Are You Encouraging The Quest for Mastery? 19:45

9M ago19:45

19:45

Imagine what your company would be like if you had a group of sales masters. Your customers would be committed to you. Your market share would constantly grow. Your suppliers would be lining up at the door to get you on their side and to offer you special deals. Only the wildest dreamers could think of the things you would be able to do with your b…

1
To Succeed in The Age of Turmoil, Master These 4 Steps 9:22

9M ago9:22

9:22

The world is changing around us at a pace that is unprecedented in human history, and unless we change ourselves and our organizations at least as rapidly as the world we inhabit, we will fall behind. The implications are staggering. In this post, I share another of the 25 most important lessons I’ve learned over my 30-year career. Dave Kahle is a …

1
Have You Been Ambushed By The Stealth Cause of Lackluster Sales? 13:48

9M ago13:48

13:48

Why is it so difficult to change our behavior? Why are managers and leaders frustrated in trying to help people do better and sell better? The stealth cause is an aspect of human nature that is rarely acknowledged and even more rarely overcome. Join me in drilling deeper into the issue and offering some solutions. Dave Kahle is a B2B sales expert, …

1
How Important is Character to Your Success? 9:14

9M ago9:14

9:14

From the beginning of history, wise people have recognized that success and fulfillment were a function of a refined character. In recent years, we’ve abandoned that idea and taken a step backward in the development of mankind. It is time to reverse the trend. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authore…

1
Q&A: Salesperson Bad Mouths the Company 12:47

10M ago12:47

12:47

In this session, I respond to two questions from =sales managers: 1. What about deducting commissions from a salesperson? 2. What to do about a salesperson who badmouths the company? My responses will provide you with some principles to enhance your sales team management. Dave Kahle is a B2B sales expert and a Christian Business thought leader. He …

1
Does Change Have to Be Slow and Methodical? 8:22

10M ago8:22

8:22

Managing change doesn’t have to be a slow and methodical process. In fact, to expect slow change is to do a disservice to the organization and its people, accepting a pace of change that actually falls behind the pace of change around us. Dave Kahle is a B2B sales expert and a Christian Business thought leader. He has authored 13 books, presented i…

1
Is The Solution Them, or Is It Us? 8:52

10M ago8:52

8:52

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay. Unfortunately, as long as our gaze is …

1
Almost all your policies & processes are vestiges of the past 8:33

10M ago8:33

8:33

Almost all of the policies and procedures that dictate our day-to-day efforts are vestiges of years gone by. Unless we institute a discipline of regularly examining them, we’ll soon be rendered obsolete by the pace of change around us. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in …

1
Q&A from Sales Managers 10:36

11M ago10:36

10:36

Join me as I respond to a couple of questions from sales managers. One has to do with customer visits, and the other untouchable salespeople. Let's drill deeper into both of these issues, with some practical wisdom for situations that you may encounter. . Four Steps to Sharpen Your Sales Structure On Sales Systems Dave Kahle is a B2B sales expert, …

1
The Greatest Threat to Your Business & Your Career 8:20

11M ago8:20

8:20

One can’t help but conclude that there has never been a generation of businesspeople who have had to deal with the pace of change moving as rapidly as our generation. It truly is unprecedented. The rapidly increasing pace of change is the single biggest threat to our businesses and our careers – and our personal lives – that we will face for the ba…

1
From Chaos to Control: One Concept that Will Transform Your Time Management 11:01

11M ago11:01

11:01

Time management may be the biggest need in our frenzied culture. Yet, many people have a defective view of time management, limiting their effectiveness. In this podcast, we set that straight. Dave Kahle is a B2B sales guru and Christian business thought leader. He’s been in practice as an author/speaker/consultant for over 30 years and has authore…

1
Are You Willing to Pay the Price for Success? 12:47

11M ago12:47

12:47

Most people are not willing to invest in themselves or pay the price of personal growth and success. For a lot of the people listening to this podcast that statement doesn’t seem quite right. You have invested in yourselves: You read the books, attend the seminars and webinars, and listen to the podcasts, etc. You have always sought to build your s…

1
Answers to Questions on Collections and Number of Sales Calls 11:09

11M ago11:09

11:09

"Should salespeople be responsible for collecting?" "Should you deduct commissions from unpaid invoices?" "How many sales calls should a successful salesperson make?" In this podcast, I answer these questions from sales managers. Join me as I dig deeper into these very real, nitty-gritty sales management questions. Get How to Kreate Kahle's Kalcula…

1
What's a Professional Sales Manager? 18:02

12M ago18:02

18:02

All of us have become what we are, at least in part, to the impact other people have had on us -- some positive and some negative. A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his charges. Join me in this review of the best sales manager for whom I ever worked.…

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Sales Wisdom Podcasts

Podcasts Worth a Listen

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