Dave Kahle Wisdom

Practical Wisdom Blog by Dave Kahle

Podcasts and blog posts to help sales professionals and business executives sell better, lead better, and live better.

I’m glad you found your way here.

I’ve spent 30 years in the business trenches; it’s been full and fulfilling. In that time, I’ve been the number one salesperson in the country for two different companies in two different industries. I’ve written 13 books, spoken in 47 states and 11 countries, and personally and contractually worked with over 500 organizations. I’ve touched tens of thousands of people through my articles, podcasts, webinars and seminars.

On the personal side, my life has been full as well. Coleen and I have raised 5 children, helped with 19 foster children, and enjoy 14 grandchildren. I’ve been a father, a foster father, a stepfather, an adoptive father and a grandfather – and now you know why my hair is grey!

In all of this, my faith is very important to me, and provided me with my “Why” as well as a unique perspective.

As you might imagine, in all of this, I’ve learned a few things. I’ve made lots of mistakes and have had my share of success. And, while I’m still learning, I want to share with you some of the practical wisdom I’ve gained along the way.

You’ll find that some of my ideas will challenge you – as I tend to see things in non-conventional way. As you interact with what I share, you’ll find that some of your fondest beliefs and most comfortable paradigms may be in for revision.

Sales Force Compensation Plans

Q. We are intent on revising our decades-old sales force compensation plan. Management is divided.  One half favors straight commission, and the other doesn’t.  What are your thoughts? A. In my work as a sales consultant, I am routinely involved...

The Ultimate Self-Improvement Skill

Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs.  The only way to assure that we survive and thrive in this environment is to become...

Q&A from Salespeople: Account Strategies

This podcast answers these questions:  Q.  What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these...

Customer Communication – Everything Through Me

As a veteran sales trainer, I’ve often wrestled with this question:  Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that. ...

Habits and Self-Image of Salespeople

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they...

The Quickest Way to Impact Sales Performance

Over the 30+ years that I have been working with B2B sales forces, I'm often asked this question:  "If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it...

Q & A for Sales People: Happy with the Current Supplier

Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off.  There...

Navigating Complexity In a Rapidly Changing World- An Analogy

I just received a notice to upgrade one of my software programs from version 7.9.1 to the latest – version 7.9.2.  You know the drill, as it happens almost daily. Log in to your computer and you’re almost immediately confronted...

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