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 Ways to Prevent the Price Objection

“Your price is too high!”  The infamous price objection.  Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen.  Too many of the people with whom we...

Sales Managers’ Most Common Mistakes – #1

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of the sales manager on...

Beliefs That Hinder Salespeople – Good Salespeople Are Problem Solvers

“Good salespeople are problem solvers.”  Or, so the illusion goes.  That belief ranks high on my all-time list of the beliefs that most limit a salesperson’s performance.  This one is especially insidious because it is so commonly held, without reservation...

Competitive Bidding and The Last Look

Question: How do I ensure that I get the last look in a competitive bid situation? Answer: This is a question that I’m often asked.  In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing...

Is Your Business on a Mission?

It is, but you might not know it. Let me explain.  The very first words God spoke to Adam were to charge him with a lifetime purpose (work the Garden and keep it) and then to give him a job...

More Than Just Compensation to Unleash a Sales Force!

I’m often asked to help a company refine their sales force compensation plans.  As a consulting company, that’s work that we regularly do.  I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive...

Sales Leader’s Q & A: Spreading Around Coaching Time

Question: I have three new salespeople and a handful of more experienced reps.  I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others.  Is this OK?  Or should I spread my coaching...

Q&A for Sales People: Self Development

Question: I’m one of those sales people who haven’t spent $20.00 this year on a book or seminar to improve myself.  I just don’t want to go to the trouble.  I believe that I can learn sufficiently on the job...

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