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.

Beliefs that hinder salespeople: I must believe in the product

Over my 30 years of experience working with B2B salespeople, I have discovered that there are certain common beliefs that most sales people never question, and yet which hinder their performance.  In this first of series, I identify and discuss...

Myths B2B Salespeople Tell Themselves #1 — Great Relationship

The sales profession is replete with myths that salespeople tell themselves, and then believe, that hinder their performance.  This is the first of series on these myths.  In this piece, we look at the idea that "I have great relationships...

Business Etiquette for Salespeople

Q. I’m new to sales and to business in general.  I don’t want to make a “manners” or “etiquette” mistake that could cause problems.  Are there any special rules for business etiquette that I should know about? A. That’s a...

What American Idol can teach sales professionals

We've all seen the contestants on American Idol – some of which are horribly self-deluded.  They think they have talent when they don't.  Unfortunately, that trait of self-delusion is common among more than American Idol contestants.  Join with me as...

Traits of Great Business Leaders – 3: A quest for More

Great leaders have a number of character traits in common. This is the third in a series of articles dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE. Excerpt: Here’s my...

8 Steps to Prioritize Customers and Prospects

There is probably no one area of your business that is more important for you to prioritize than your customers and prospects.  Fortunately, it’s also the area of your job that will make the biggest impact on your performance. From...

Questions from Salespeople on Finesse and The Last Look

In this session, I respond to two questions from salespeople:  One has to do with the idea of 'finesse' and the other on methods to insure that you get the 'last look.'  My advise may not be what you were...

4 Steps to Turn Failure into Growth

How can failure be good? Remember John Delorean?  He was the superstar General Motors executive who started the Delorean Motor Company.  When the company began to falter, he was arrested and charged with complicity in a drug deal that some speculated...

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