Dave Kahle

Dave Kahle is one of the world's leading sales authorities. He's written ten books, presented in 47 states and ten countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. Check out our Sales Resource Center for 455 sales training programs for every sales person at every level. You may contact Dave at 800-331-1287, or dave@davekahle.com.

Articles written by Dave Kahle

Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in...more...

Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce...more...

Focus, focus, focus. That’s the phrase I find myself repeating constantly in every sales seminar I present. I believe focus is the greatest challenge for...more...

“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense weeklong training...more...

What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s...more...

I recently came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would...more...

Are successful salespeople made or born? It is the eternal question: The sales manager’s version of nature vs. nurture. Since I spend most of my time...more...

Positive customer relationships are the basis of much B2B business, right? Positive business relationships ensure us an audience with the customer, make every step of...more...

As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective sales people. Too often sales people...more...

Q: I'm new to sales and to business in general. I don't want to make a "manners” or "etiquette” mistake that could cause problems. Are...more...

Q. There has been a lot of conversation inside our company about our compensation plan. We haven't changed it in 20 years. We pay a commission...more...

Most sales people love to be active — out in their territories, seeing people, solving problems, putting deals together. This activity

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His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old stubble framed his face. He...more...