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The Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue
- March 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I’ll translate what it says after the quote I pulled out.
Alex Spier, writing in advance of
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Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
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Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car,
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What If Pay Equity Comes to Sales Teams?
- February 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today’s article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It’s such a serious article I was ready to delete it before I clicked the
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4 Types of Sales Positions That Can Never Be Replaced by AI
- February 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. “Inbound is King,” they said.
Later,
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These 6 Keys and New Data Help Your Sales Team Outperform The Rest
- February 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Four weeks ago, Marc Wayshak, Founder of Sales Insight Labs, an Allego company, emailed me a very insightful infographic. Returning from two weeks vacation, I was buried in work and filed the email until I had time to
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of
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This is What Would Happen if Bob Got Promoted to Sales Manager
- February 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For those of you who are familiar with my series of articles about Bob – the worst salesperson ever – you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show
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Made Up Sales Statistics and Their Contrast to Real Data
- February 2, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don’t enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to
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This Company’s Best Salesperson was 2500% Stronger Than Their Worst
- February 1, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It’s also been