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 Leader’s Q & A: Motivating the Sales Force

Question: I’m frustrated. My sales force just doesn’t seem to be motivated.  They agree with me at sales meetings, but then don’t follow through.  Any ideas? Answer: Yes.  I just had a phone conversation with a client who had a...

How to Close the Sale ~ You’ve Got to ‘Open’ Before You Can Close

Every salesperson talks about "Closing the sale." The best salespeople understand that before you can close the sale, you must open it. What is opening? "Opening" means using well designed and delivered questions to thoroughly uncover as many aspects of...

How to Sell Commodities

How do you sell when the competition has exactly the same product?  Are you reduced to being the low price?  Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting.  Here's a...

5 Indicators That Your Company Values Learning and Growth

What may be the single most important predictor of an organization’s long term survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice...

3 Reasons Why Good Sales People Don’t Make Good Sales Managers

We’ve all done it.  Promoted a good sales person, often our best, to sales manager.  My files are full of cases where the results were below expectations for everyone involved.  Principals and CSOs are often disappointed in the lack of...

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...

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