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.
I have my own style of selling
Regularly, I encounter a belief that can hinder a salesperson’s performance. These beliefs often seem reasonable and are accepted without question. However, a closer examination reveals how they can significantly limit a salesperson's capabilities. One of the most...
Hesitant to Ask Your Organization to Change?
Does Managing Change Need to be Gradual and Systematic? One of the 25 Most Important Insights I’ve Gained I’m hesitant to request my team to implement too many changes simultaneously. We should navigate change at a slow and systematic pace. I have heard sentiments...
The 4 Biggest Time Wasters of Salespeople
https://youtu.be/Qf1IXjLQ63c Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of salespeople improve their results through more effective use of their time. ...
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
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”
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...
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