In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the Founder & CEO of Kahle Way Sales Systems, Dave Kahle.Dave Kahle's reputation in B2B sales precedes him, and for good reason. Throughout our interview, he emphasized the importance of understanding the unique challenges and opportunities within B2B sales. Unlike B2C sales, B2B transactions often involve longer sales cycles, multiple decision-makers, and a need for a tailored approach to each client.Dave shared that the key to success in B2B sales lies in the ability to build strong, trust-based relationships with clients. He stressed that sales professionals should focus on turning clients into partners, which requires a deep understanding of their needs, challenges, and business goals. This partnership approach leads to increased sales and fosters long-term loyalty and recurring business.One of the main topics Dave explored was the critical role of time management in sales. With only so many hours in the day, maximizing productivity is essential. Dave provided actionable strategies that sales professionals can implement to control their time and prioritize tasks that drive sales forward.He suggested that salespeople should conduct regular reviews of their activities, categorizing them into high-value and low-value tasks. Professionals can make the most of their time and increase their effectiveness by focusing on high-value activities that directly contribute to sales outcomes.Dave also highlighted the importance of planning and scheduling. He advised setting aside dedicated time blocks for activities such as prospecting, client meetings, and administrative tasks. This structured approach ensures that critical sales actions are not neglected and that there's a balance between client-facing activities and behind-the-scenes work.Key Points from the Episode:Interview with Dave Kahle, President of Kahle Way Sales SystemsExpertise in B2B sales and time management strategies for sales professionalsInsights on B2B sales and turning clients into partnersDiscussion of resources and services available on Dave Kahle's websiteAbout Dave Kahle:Dave Kahle is a seasoned sales professional with three decades of experience, achieving the coveted position of the number 1 salesperson in two different companies across distinct industries. Renowned for his high-energy and intense speaking style, Dave is a world-class speaker who has presented in 5 Canadian provinces, 11 countries, and 47 U.S. states. As the author of 13 books, including "The Good Book on Business" and "Question Your Way to Sales Success," Kahle's works have been translated into eight languages and are available in 20 countries. He has trained or consulted for over 459 companies and is dedicated to helping sales teams excel. Beyond his professional endeavors, Dave and his wife Coleen split their time between Grand Rapids, Michigan, and Sarasota, Florida. A father, foster father, adoptive father, and grandfather to 14 children, Kahle embodies a rich and diverse family life.About Kahle Way Sales Systems:Kahle Way Sales Systems is a transformative force in the sales industry, dedicated to enriching sales professionals and organizations by developing and implementing robust processes, strategies, and systems.Focused on substance and effectiveness, Kahle Way Sales Systems utilizes a diverse range of media to deliver its cutting-edge methodologies. By offering comprehensive solutions, the company strives to elevate sales teams' performance and bring about positive change in sales organizations. Through a commitment to creating impactful processes and strategies, Kahle Way Sales Systems stands as a key player in shaping the landscape of successful sales practices, providing invaluable resources for individuals and businesses aiming to thrive in the competitive sales world.Tweetable Moments:03:49 - "One of the things I learned in my first sales job was that about half of your success comes from how you think about your job when you're not in front of the customer."07:35 - "We create unconscious habits and we don't even know it; it's like gunk in the pipes we don't see."13:48 - "Often people think creating a customer is the end; it's actually just the beginning. Typically, it costs you money to create a customer."Links Mentioned in this Episode:Want to learn more? Check out Kahle Way Sales Systems website athttps://www.davekahle.com/Check out Kahle Way Sales Systems on LinkedIn athttps://www.linkedin.com/company/kahle-way-sales-systems/Check out Dave Kahle on LinkedIn athttps://www.linkedin.com/in/davekahle/Check out Dave Kahle on Twitter athttps://twitter.com/KahleDaveCheck out Dave Kahle on Facebook athttps://www.facebook.com/dave.kahle.sales/More from UpMyInfluence:We are actively booking guests for our The Thoughtful Entrepreneur. Schedule HERE.Are you a 6-figure consultant? I’ve got high-level intros for you. Learn more here.What is your #1 Lead Generation BLOCKER? Take my free quiz here.Want to learn more about all the podcasts managed by UpMyInfluence? Opt in here.