Dave Whoolery

Dave is a recognized expert in the conceptual design, content development, and delivery of sales training programs. His core design principle is to Educate, Enable, and Motivate. Since joining the IBM Systems Enablement & Education team in 2003, Dave has provided face-to-face and virtual sales training to more than 10,000 sales warriors from all over the globe. He is a highly proficient class/workshop facilitator, employing a variety of workshop techniques including 4 Corners and Design Thinking. His thought leadership combined with his practical field sales experience and business acumen has helped shaped the core design of all IBM Systems F2F events. Dave is one of IBM’s foremost advocates for consultative/value selling skills education. He has spoken regularly – and worldwide - on topics such as provocative selling, social selling, financial justification, and building value-driven proposals / presentations. It is widely believed that Dave has lead more VDP presentations / exercises in the past 10 years than any other IBMer. Dave is also a leading evangelist for the Client Conversation Framework. He has developed and delivered instructional materials on all aspects of CCF, including Effective Questioning, Active Listening, and Objection Handling. As with all of his designs, this curriculum stresses understanding the client's needs / opportunities. Dave has also served for the past 5 years on the IBM Systems Worldwide Skills Council, where he has helped to shape job role descriptions, associated salary structures, and projected hiring needs.