Dave Kurlan
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Did You Know That There is a Season for Hiring Salespeople?
- September 17, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I live in the Boston area and there are some things that I know will always be true about the seasons. School buses start rolling in September, fall foliage peaks in October, the first freezing cold days arrive in late
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Very Alarmed Over the Latest Data on Sales Forces
- September 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and
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A Guaranteed Fix for Inaccurate Sales Forecasts
- September 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The weather has become quite predictive – if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours, but for the most part, especially where I live in New
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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
- September 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Here’s a quote from an article I wrote that appears now on the SellingPower Blog. It’s an analogy to help you understand why asking questions is so difficult for most salespeople.
“You’ve been driving a car since you were a
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:
I am currently conducting a Research Project at school on the 5 step sales process. i am focusing on: (1) prospecting, (2) the initial appointment,
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Advanced Sales Hacks to Take Your Sales Game to the Next Level
- September 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of our two Boston sports radio stations rehired the veteran professional sportscasters who were fired over the last few years. Why? They are great at what they do and ratings suffered while the station featured younger, less expensive talent,
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Sales Hacks and How to Improve Your Lead Follow Up Conversions
- August 31, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just returned to the office to find around 900 emails waiting for me While purging my inbox, I found some interesting and useful items that I am sure you would want to know about.
I have previously written about
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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
- August 18, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sales Process isn’t even the only thing that inbound marketers say is dead. They’ll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that
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The Science of Sales Selection vs. the Marketing of Modern Selling
- August 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company’s top and bottom performers.
He wrote, “After all these years, this is still amazing to me. Thanks
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How the Right Questions Can Make up for Lack of Sales Experience
- August 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year, he played with boys a year older than him and the tournament inspired this very popular article on