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.

Five Most Common Mistakes SalesPeople Make — Part Two

Over the decades that I've been involved in sales, I've worked with tens of thousands of sales people.  Certain negative tendencies -- mistakes that sales people make -- keep surfacing.  Here is number two of my top five.  See to...

Five Mistakes SalesPeople Commonly Make — Part One

Business to business sales people often make the same mistakes.  Most are not even aware of them.  In this series, I'm going to describe the five most common mistakes sales people make, and provide a step-by-step format for overcoming them...

Q & A for Salespeople: Call Reluctance

Question: I have long enjoyed your articles.  I am in my second year of being a full commission salesman and wanted to get your advice.  When I make an onsite visit or pick up the 500 pound phone and call...

Selling Really is Simple!

Reprinted with permission of the publisher from HOW TO SELL ANYTHING TO ANYONE ANYTIME© 2011 Dave Kahle Published by Career Press, Pompton Plains, NJ.  800-227-3371. All rights reserved. Now that I’ve punctured your misconceptions about what sales is, and given you...

Hiring a Salesperson is Like Looking at the Tip of the Iceberg

Hiring an effective sales person is one of management’s most difficult tasks.  That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image...

So that we don’t forget — a personal note

Lest we forget I wrote this article in the aftermath of the 9.11 terrorists attacks, and thought it might have some relevance for balance in your life today. A personal note from Dave Kahle   I hope you’ll forgive my...

Sales Leader’s Q&A: Number of sales reps

Question: What is the ideal number of sales representatives that a sales manager should manage? Answer: Good question.  As is commonly the case, my answer begins with “it depends” Compensation           It depends, first, on the type of compensation plan...

Entertaining Your Customers Strategically

The idea of entertaining your customers is often a after-thought for many sales people.  From my experience, strategically entertaining your customers is one of the best things you do.  Join me to unpack this issue, and gain several 'how-to- tips...

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