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.

Betrayed! A Q & A for Salespeople

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match?  Have you been betrayed, or is there some other...

Can Selling be as Simple as This?

Selling is at the same time both simple and incredibly challenging. It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it.  It is incredibly challenging...

The Role of Accountability in Personal Growth

I call it the 'gap between idea and action,' and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. The gap between idea  and action describes the ubiquitous phenomenon that we...

Introduction to Key Account Selling

Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts.  Key accounts are different than the ordinary, and require some more sophisticated skills and strategies.  Yet, they hold the secret to...

Beliefs That Hinder Salespeople – Selling Styles – “I Have My Own Style of Selling”

On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question.  Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of...

Is This the Greatest Success Principle?

Our actions follow our attitudes.  The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes. While it is easy to connect the two in...

Everything Must Go Through Me

It's a common mindset.  The field salesperson wants every communication with the customer to go through him/her.  However, that idea costs both the company and the sale person dearly and frustrates the customers.  It is an insidious hindrance to sales...

Ideas that Limit a Salesperson’s Results

Occasionally, at a seminar or training program, I'll overhear one sales person mention this to another -- "I have my own style of selling." From my perspective, that idea is more detrimental to that sales person's success than almost any...

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