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.

Q & A for Sales People: Personality clash

Question: In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? Answer: Great question.  Let me answer in two ways. First, from a purely theoretical perspective, a...

6 Keys to Being a Professional Sales Person

I often hear my clients lament that they wish they had a more professional sales force.  That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles.  But what exactly does it...

Sales Leader’s Q & A: Whiners?

Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you.  I had my...

Three ways sales people can improve their presentations

In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California.  There, we memorized three, four-page, single-spaced sales presentations.  Most days consisted of practicing those presentations in...

Q & A for Sales People: Collecting bad debts

Question: We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process.  Do you have any thoughts? Answer: Yes, I do.  Like you, I don’t want...

Best Practices for Sales People?

Best practices for salespeople? One of the most debilitating myths about the sales profession is this:  Sales people can learn on their own, on the job, and eventually become good at their jobs.  They’ll eventually develop their own style, this...

Sales Leader’s Q&A: Salespeople and Comfort Zones

Q: Do you have any suggestions that will help our local sales reps provide increased value across all markets?  Stretch out of their market comfort zones? A: Ah, comfort zones and salespeople.  They are the bane of the B2B salesperson. ...

Thinking and Questioning Your Way to Sales Success – Part 2

Excerpted from Chapter Seventeen, Question Your Way to Sales Success,  by Dave Kahle In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came...

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