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.
8 Powerful Rules to Build B2B Relationships
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other type of salesperson. You must build relationships that provide you a...
Two Keys to Sales Time
It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is, “Because it’s Tuesday at 10 AM.” In other words, the salespeople...
Are We Becoming Afraid to Think?
I’m afraid for the future of our country because it appears we are afraid to think. It’s not just Covid-19 and the reaction to it. And it is not just the recent riots and looting. It’s much deeper than that. I’m afraid because I believe that the discipline of...
8 Steps to Prioritize Customers and Prospects
One area of business that is important to manage is prioritizing customers and prospects. Fortunately, it’s also the area of a sales job that will make the biggest impact on sales performance. From my personal experience as a salesperson for 30+ years, plus my...
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...
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