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The Impact of Relationship Building Challenges in Sales
- August 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard. I cringed every time I heard it.
It explains a lot about intangibles in selling.
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Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
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How Building a Stone Walkway Makes the Case for Sales Process
- August 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We can learn a lot about what happens when you skip steps in a sales process by looking at the work this stone crew is doing.
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My New Perspective on Sales Process and Methodology
- August 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were at the Zoo when we came upon the monkey in the picture. He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey – but he was sitting on a basketball!
The monkey is following a traditional monkey methodology for hanging on, while being authentic, allowing his silly personality to come through, and getting people who were interacting with him to laugh.
We can even apply that approach to sales process and methodology!
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When Do Follow Up Calls Add Value
- July 31, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to fall into one of three groups when it comes to following up:
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Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!
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The Keys To Retaining and Losing Your Customers
- July 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. In the past few weeks, I have experienced all kinds of customer service, including service you would expect, service that would surprise you, and service that wouldn’t change your mind about anything.
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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CEOs and Sales Leaders whose salespeople aren’t responding need to understand that their veteran salespeople are the same as my son when he was thirteen.
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How to Easily Motivate and Incentivize Sales Pipeline Building
- June 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Music motivates me to do what I otherwise don’t really want to do. But while everyone is different, I’ve seen music work as a motivator for others too.
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Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople
- June 12, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process? More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.