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.

The Character of Successful Salespeople

Are Successful Salespeople Born That Way? It is the eternal question, the sales manager’s version of nature versus nurture. I teach salespeople how to become better at their jobs. I believe successful salespeople are nurtured.  There are best practices in...

Teaching Your Organization to Learn (SM-7)

Are things changing rapidly in your business? Silly question, isn’t it?  Of course they are changing.  Rapid change is the distinguishing characteristic of our age. Take that rapid change and add to it growing competition, increasing complexity, consolidations at every...

Sports Coaches Advice for Business and Sales

Question: Dave, I’m wearied by the preponderance of books and business advice by all these sports coaches. What’s your opinion?  How many different coaches do we need to hear from?  Is sports coaches advise to sales people worthwhile?  Is it...

Q & A for Sales People: How much should you invest in yourself? (QA-S-5)

Question: I’ve read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education? Answer: Now that‘s a question I’m rarely asked. Its refreshing to...

How Well Do You Know Your Customers?

Again this week I encountered what has become a common event.  I was called in to consult with a client.  Sales were flat for too long, and the client knew that something had to be done.  One of my first questions...

Managing Information

“I’m spending more and more time managing information.  It’s squeezing out my selling time.” Welcome to the information age.  You are not unique.  This problem of information inundation is a relatively new but almost universal threat to your livelihood.  Four...

Straight Commission?

Question: Dave, I’m finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do? Answer: I do have some thoughts about the...

Q & A for Salespeople: What is Finesse

Question: Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me...

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