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.
Live Deeper – Stay Balanced
Excerpted from 11 Secrets of Time Management for Sales People by Dave Kahle. Copyright Career Press. Picture the way a sailboat operates. Its majestic sails catch the wind and power the boat forward. But if a sailboat were only equipped with sails, it would be...
Building Your Business With The 5% Principle
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
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
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
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
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...