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Dave Kurlan publishes latest research in new White Paper, “Sales Longevity – The Science of Predicting Sales Turnover”
- September 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
The enemy of sales selection is sales turnover and Dave Kurlan has completed his research and published the findings in his latest report, “Sales Longevity – The Science of Predicting Sales Turnover.”
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Recruiting Strong Salespeople – The Sales Candidate Pipeline
- July 22, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
Recruiting Salespeople – again?
Yes. I cannot write enough about this!
But, as usual, I’ll address recruiting from a slightly different perspective this time – the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline.
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Kurlan Sales Strategists, Chris Mott and Frank Belzer Speak at the MIT/Sloan School for Business Sales Club Conference
- April 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
Chris Mott, President of Corporate Training at Kurlan & Associates, and Frank Belzer, VP of Sales Strategy, recently spoke at the MIT/Sloan School for Business for their annual Sales Club Conference.
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Baseball’s General Managers versus Business’ Sales Managers
- March 30, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
The 2010 Major League Baseball season officially gets underway this Sunday evening with its greatest rivalry, the Boston Red Sox versus the New York Yankees, at Fenway Park. It gives me a great excuse to write a baseball themed article. But hey, what else would you expect from the author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball?
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Accountability – 2nd of the 10 Kurlan Sales Management Functions
- November 12, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
This is the 2nd in the series of the Top 10 Kurlan Sales Management Functions.
#1 – ACCOUNTABILITY
In its simplest form, sales accountability consists of the following:
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“Baseline Selling” named Cool Book of the Day
- September 24, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan’s 2005 book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, has been named a Cool Book of the Day by Dan Janal’s Cool Book of the Day website.
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Your Biggest Competitor to Making That Sale? Indecision
- August 21, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Business Insanity Radio
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Trained To Sell | Getting the most out of your staff starts with careful evaluation
- August 3, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Magazine/Newspaper/Interviews
Sales training used to be “smile, be enthusiastic, talk fast, and get the customer to sign.” Not anymore.
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What to Say to Your Sales Force During this Economy
- April 29, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on WIBC 93.1 FM. Dave Kurlan interviewed by Terry and Joe on WIBC News Radio, April 24, 2009.
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Jim Collins Fortune Interview Translated for the Sales Force
- March 2, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
So, if you must do something, as opposed to nothing, what can you do? You can only cut so many costs. You can only sit back and wait for so long. You can only hope so much. At some point, you must do something about the one thing you can control – your sales force – the single connecting point between you and your revenue.