Dave Kahle is one of the world’s leading sales educators, and the organizing force behind The Sales Resource Center. Dave has the distinction of having been the #1 salesperson in America for two different companies in two different industries. He’s written twelve books, consulted with hundreds of companies, enriched the careers of tens of thousands of sales people and refined the skills of thousands of sales managers.

Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.

Q&A for Sales Professionals: Conflicting goals

Q&A for Sales Professionals: Conflicting goals

Question:  What do I do when my goals don’t match the company’s goals for me? Answer:  This is a question that I hear, in one form or another, pretty regularly. I can look at this is in two ways – expressing two different situations.  In the first, there is a...

“How can I sell when I’m not the lowest price?”

“How can I sell when I’m not the lowest price?”

I wish I had a dollar for every time I was asked that question in a sales training session.  It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers -- too many for just one...

Q&A for Sales Professionals: Margins (QA-S-61)

Question: It seems like the price is even more an issue today than ever before. In this environment, how do we get the margins up to increase the bottom line?   Answer: Thanks for the question. Believe me; I understand the constant pressure on your price.  I wish...

Learning about the competition

“I’m concerned about what my competition may be doing.  I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance.  Our industry is heating up and becoming more competitive.  All around us...

Q & A for sales professionals: Five minute pitch

Question:   A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before.  At...

Q&A for Sales Managers: Goals in an uncertain economy

Q&A for Sales Managers: Goals in an uncertain economy

Question:  How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem.  The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...