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.

Do you have a directable sales force?

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, we struck up a...

Q&A for Sales Managers: The right time for sales training

Q&A for Sales Managers: The right time for sales training

Question: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be the right time?

Best Practices for Sales People #44: Asking Questions

Best Practices for Sales People #44: Asking Questions

Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process.  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...

Q & A for Sales People: Motivation

Q & A for Sales People: Motivation

Most sales people have times when they are hesitant to make the next call or take the next step because they’ve just be rejected in the last.

Best Practices for Sales People #44: Asking Questions

Best Practices for B2B Salespeople: Listen!

A study of the behavioral characteristics of the best sales people was published a few years ago.  One of the not-so-surprising conclusions was this:  The best sales people “listen more constructively” than their more average counterparts. What does it mean to “listen...