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.

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...

Best Practices for Sales People #6: Plans every sales call

Best Practices for Sales People #6: Plans every sales call

It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning.  I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...

Building a Professional Reputation with Your Customers

Building a Professional Reputation with Your Customers

I just fired my accountants. They really hadn’t done anything wrong.  They were responsive when I called.  They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely.  Their prices were fair.  They conducted...

Creating a Powerful Sales Plan

Creating a Powerful Sales Plan

Field salespeople have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day.  The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...