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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.

Forget Closing the Sale – Focus on Resolving the Next Steps

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation into the...

Beliefs that hinder salespeople – #3: Good Talkers

Good salespeople are not good talkers.  Rather, they are good listeners, good thinkers, and hard workers.  Good talkers generally make mediocre sales people.   Check out this episode!...

6 Ways to Develop Sales Superstars

Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question.  Forgive me if I stray a little to the theoretical side of this question. ...

Beliefs that Hinder Sales Performance #2 — Problem Solver

Over my 35 years of helping B2B sales forces to sell better, I have noticed a certain set of beliefs that crop up pretty regularly.  These are unquestioned beliefs that serve to hinder a salesperson's performance.  This is the second...

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...

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