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.

Three reasons sales people are so poor at making a presentation (S-67)

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...

Just Listen!

  I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales...

Better Sales Questions

Focus, focus, focus.  That’s the phrase that I find myself repeating constantly in every sales seminar that I present.  I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges.  There are...

Q & A for Sales People — Call Reports (QA-S-78)

Question:  What is your opinion of call reports? Answer:  It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone...

Teaching Your Organization to Learn

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

Join our 25th Sales Management System Seminar

Sales management is too important to not do it better           In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the...

Acknowledging God in Your Foundational Documents

“But as for me and my household, we will serve the Lord.” (Joshua 24:15) In his parting address to the Hebrews, whom he has led for most of his life, Joshua declares the commitment upon which he has lived his life.  He will serve the Lord. Note...

Three Keys to Handling Objections Effectively

It’s the moment that many sales people dread.  You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she...

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