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.

6 Ways to Develop Sales Superstars

6 Ways to Develop Sales Superstars

Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question.  Forgive me if I stray a little to the theoretical side of this question.  These are the kinds of questions I think...

Measuring Sales Potential in Accounts

Measuring Sales Potential in Accounts

Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers.  Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will...

Habits and Self-Image of Salespeople

Habits and Self-Image of Salespeople

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...

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,...