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.

Sales Leader’s Q&A: When to terminate?

Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing.  I’m not sure I can continue to work with them.  When do I decide to terminate their employment? Answer: Wouldn’t...

Integrity – A Sales Strategy?

I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business. At dinner later in the evening, my host, who had been sitting in the audience, sheepishly shared with me...

Q&A for Salespeople: Being Yourself

Q. Is “being yourself” a sales strategy? A. If you are naturally an attractive, sensitive, empathetic human being who everyone loves to be with, if you have a great measure of sensitivity and perceptiveness coupled with outstanding intelligence and unshakable...

On Fielding a Directable Sales Force (SM-13)

Not long ago I was speaking at a national sales meeting for a large regional distributor.  The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor.  At the coffee break...

Best Practices for B2B Sales People: #44 — Asking Questions

A study published a few years ago identified the top five behavioral characteristics of the superstar sales people.  Number two on the list was this:  They ask better questions.  Amazing.  Of all the possibilities for ways that the superstars differ...

Sales Leader’s Q&A: Untouchable Sales People

Question: I am currently working in a family business. For about ten years, sales have been decreasing.  I was just appointed as the head of sales.  I have several sales people who have been with the company for 30-40 years. ...

Motivating Yourself to Achieve Everyday

“I really struggle with the highs and lows of field sales.  Most days I feel like the weight of the world is on my shoulders.  Any suggestions?” This is one of those rarely voiced issues that every sales person confronts...

Noise, Deep Thinking and You

Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages.  This was after having methodically unsubscribed to legions of emails and registered on the “do...

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