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.

Investing Time in Customers

Investing Time in Customers

Question:  Our “A” customers bring in 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? Answer: This is the kind of question I field in almost every one of my seminars.  The answer is a little more...

Ten Commandments of an Ethical Salesperson

Ten Commandments of an Ethical Salesperson

Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don't intentionally misrepresent anything. Never, never, never lie to a customer.  About anything.  Ever.  Period. 2. Fix any...

5 Steps to Remove Sales System Gunk

5 Steps to Remove Sales System Gunk

Sales system gunk is any practice that detracts the salesperson from spending time with customers. Recently, one of the salespeople with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse,...

4 Rules to Protect Your Good Accounts From the Competition

4 Rules to Protect Your Good Accounts From the Competition

Question:  Because of the slow down in my market, my competitors are trying to gain business anywhere they can. They are more active in my good accounts than ever before.  How can I protect my good accounts from the competition? Great question.  This is a major threat...

4 Steps to Prioritizing Sales Accounts

4 Steps to Prioritizing Sales Accounts

Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: Prioritizing accounts is a key issue for me, as I believe it is one of the ways to make the biggest, most rapid change...

First Steps to Effective Sales Planning

First Steps to Effective Sales Planning

Most salespeople love to be active - out in their territories, seeing people, solving problems, putting deals together.  This activity orientation is one of the necessary characteristics of a sales personality.  A day sitting behind a desk is their idea of...