Dave Kahle’s Practical Wisdom
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Sell better with practical, real-world strategies designed for sales professionals. Lead better by developing the skills sales leaders and executives need to inspire teams and drive results. Build a biblical business by applying faith-based principles that help Christian businesspeople grow with integrity, purpose, and long-term impact.
Featured B2B Sales Training Services
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Comprehensive courses that help sales managers lead their teams effectively.
SALES FORCE TRANSFORMATION
This service helps businesses install or refine a comprehensive sales force management system.
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Podcast and Articles
Explore our latest insights, discussions, and expert articles.
B2B Sales Podcasts & Practical Wisdom
- 10-minutes of insights, inspiration and education.
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Latest Sales Articles
SIX STEPS TO AN EFFECTIVE SALES PROCESS
Too many salespeople are driven by daily urgencies—calls, emails, and paperwork created by others. Top performers stay focused by deliberately guiding prospects through a clearly defined sales process.
ARE OUTSIDE SALESPEOPLE OBSOLETE?
Outside sales once depended on face-to-face meetings and time on the road. Post-Covid, successful salespeople adapted by mastering phone and video selling with new skills and new rules to succeed.
SIX KEYS TO BEING A PROFESSIONAL SALESPERSON
Sales leaders frequently point to a lack of professionalism in modern sales. Understanding what true professionalism looks like is essential for long-term success and credibility in business.
Q&A FOR SALES MANAGERS: COMMUNICATING EXPECTATIONS
Many driven professionals struggle with maintaining high standards without burning out. The challenge is learning strategies that channel ambition without lowering expectations.
MYTHS OF B2B SALES: GREAT RELATIONSHIPS
“I have great customer relationships” is a belief many salespeople hold. When misunderstood, it can limit performance and mask deeper sales problems over time consistently.
HOW CAN I SELL WHEN I’M NOT THE LOWEST PRICE?
Low price is rarely the main reason customers buy. Value, trust, and clear differentiation usually matter far more when purchasing decisions are made by buyers.
NINE TIPS FOR DEALING WITH ANGRY CUSTOMERS
Not every customer will be easy or agreeable to work with. Professionals rely on proven principles to handle difficult situations effectively.
THE QUESTION IS THE KEY!
Mastery in asking better sales questions creates a powerful advantage. Strong questions guide prospects and strengthen every stage of the sales process.
Featured Sales Podcasts
STRATEGIC PLANNING FOR SALESPEOPLE
Many salespeople stay busy believing any activity is productive, even when it wastes time and energy. Success requires focusing on the right customers, prioritizing actions, and planning strategically every single day.
THINK A LOT!
Salespeople are overwhelmed with too much to do and not enough time to do it. Taking back control requires more than better tools or longer hours. It begins with changing how you think and deliberately managing how your time is spent.
ADVERSITY
Adversity has a unique ability to stay with us long after the moment has passed. These experiences shape our character and influence our future behavior. When handled intentionally, adversity can become a powerful source of growth.
ENTERTAINING YOUR CUSTOMERS STRATEGICALLY
Customer entertainment is often treated as an afterthought in sales. When approached strategically, it becomes a meaningful way to strengthen relationships. Done well, it can open doors, build trust, and create value.
IS THE SYSTEM THE SOLUTION?
“I have my own style of selling” is a phrase often heard from less experienced salespeople. It is frequently used to avoid structure, feedback, or accountability. True professionals recognize that systems and coaching elevate performance.
CAN YOU PUSH TOO FAR?
Knowing how far to push a sale without damaging the relationship is a common challenge. Many salespeople struggle to balance assertiveness with respect. Practical wisdom and experience provide guidance in navigating this tension.
GETTING THE ‘LAST LOOK’
Wanting the “last look” in a competitive bid situation reveals deeper sales issues. Strong positioning early in the process reduces price pressure later. When done well, it can eliminate the need for last-minute concessions.
INTRODUCTION TO SALES SYSTEMS
At its core, business is about money, people, and systems working together. While money and people get most attention, systems are often overlooked. Effective systems connect people and resources to produce results.