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.

Quality, Not Quantity of Sales Calls

Quality, Not Quantity of Sales Calls

Question:  How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question.  It springs from a manager’s concern for defining what constitutes a “good sales day.”  And salespeople want to know so that they...

Sales Q&A – My Customer Uses Multiple Vendors

Sales Q&A – My Customer Uses Multiple Vendors

What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service?          If you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a...

The lost art of saying “NO”

The lost art of saying “NO”

It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar.  I had met with an individual, talked with him personally, and invited him to a small group meeting.  He came, interacted positively, and...

Transitioning From Salesperson to Sales Manager

Transitioning From Salesperson to Sales Manager

Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager.  What steps should I try taking first? A. Good question.  I’m sure there are thousands...

Following Up on Sales Quotes

Following Up on Sales Quotes

Q. Sales Quotes - A prospective client seems interested but never gets back to you. A. I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?”   Following up on sales quotes is one of the most common...

Learned Optimism For Salespeople

Learned Optimism For Salespeople

I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge:  The sales roller coaster.  When things go well, he’s up, emotionally, and when things don’t go well, he’s down.  The swings from up to down were wearing on...