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Is the Concept of Sales Process Really Antiquated?
- December 16, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s really not sales process itself that is antiquated; it’s most people’s perception of sales process that is antiquated.
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Belzer wins Silver Medal for 2013 Top Sales & Marketing Book
- December 15, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
Frank Belzer, a Vice President at Kurlan & Associates, was recognized for his book, Sales Shift, with a Silver Medal for Top Sales & Marketing Book of 2013.
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Frank Belzer is a Finalist for Top Sales & Marketing Book
- December 12, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
Sales Shift, the new book by Frank Belzer of Kurlan & Associates, has been nominated for top Sales Book of 2013 by Top Sales Awards.
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What Is the Makeup and Function of the Ideal Sales Force
- December 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. They include:
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OMG is a finalist for Top Sales Assessment Tool in 2013
- December 11, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the third consecutive year, strategic partner Objective Management Group (OMG) is a finalist for the Top Sales Assessment Tool of 2013 from Top Sales Awards.
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Sales Traditions and Rituals – They’re Not Just for December
- December 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense of this, consider the many inside sales roles, demo-centric salespeople, and low-level, in-home salespeople. Many inside salespeople repeatedly read from the same script. Most demo-centric salespeople must cover all of the features and benefits. And many in-home salespeople perform a mini-show on every sales call.
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10 Tips for Great Keynotes and Better Sales Presentations
- December 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought I would share some tips that you could incorporate into your group sales presentations, lunch and learns, conference talks and appearances to make them more effective.
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Dave Kurlan is a finalist for Top Sales & Marketing Thought Leader
- December 9, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the second straight year, Dave Kurlan is a finalist for the prestigious award of Top Sales & Marketing Thought Leader of 2013 from Top Sales Awards.
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Why Did The Move from Outside to Inside Sales Take So Long?
- December 9, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models.
Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren’t being replaced by the people in inside sales. That’s not what this is all about. Let’s quickly compare inside sales to outside sales.
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Dave Kurlan is a finalist for Top Sales & Marketing Article
- December 8, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the 3rd consecutive year, Dave Kurlan is a finalist for the Top Sales & Marketing Article of 2013 from Top Sales Awards.