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.

Are Good Sales People Made or Born?

Question:   Are sales people made or born? Answer: I field this question, in one form or other, in almost every seminar I do.  Just heard it again yesterday in relationship to the competency of building relationships.  The questioner opined that...

Q&A for Sales People: Should I keep calling?

Question: My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this? Answer: I really think...

Should We Compartmentalize Our Christianity?

“I practice my Christian faith when I involve myself and my family in the programs of the church.  My business is my business – that’s something else. The two don’t have much to do with each other.”  That comment expresses...

Is Your Sales System Clogged with Accumulated Gunk? (S-15)

Recently, one of the sales people with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse, opening a box of the product he wanted to sell, taking one out, and...

Sales System – The Missing Link in Your Business

“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this:  “I don’t have any real system to what I...

Prioritizing Accounts

Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: This is a key issue with me, as I believe it is one of the ways to...

4 Steps to Protect Your Good Accounts from the Competition

We all know the feeling.  Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor.  No problem with your service, it was just a price issue. Nothing is more discouraging. ...

Q & A for Sales People — Drive Time

Question:  How do we get more calls in when driving time is so long? Answer: I’m going to answer this on two levels. First, when you have a big geographical territory with lots of windshield time, you have to do...

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