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Obama and Friends On Stage – Implications for the Sales Force
- August 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back to Denver. Why would those presentations close all of their prospects?
It met all of the rules for a Baseline Selling presentation:
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The Sales Force and Similarities with Baseball
- August 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, editor of EyesOnSales, interviewed me for another Podcast, this one on the similarities between baseball and sales. It runs for only 7:23.
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Sales Force Turnover and How to Deal with it
- August 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, Editor at EyesOnSales.com, interviewed me about Turnover on the Sales Force back on August 18. The podcast highlights strategies that executives can actually use to solve their turnover problems. For those of you who are time challenged, this interviews runs less than 8 minutes!
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Many Recruiters Fear Sales Assessments
- August 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll get a lot of flack over this article. People will say that I’m unfairly characterizing recruiters as dealers of human flesh and that there are recruiters who not only use and pay for assessments themselves, but who guarantee the performance of the salespeople they place. I agree. If you must use a recruiter, use one of them!
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Signs That the Economy Will Soon Improve
- August 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We saw it again. It happened this summer, the tell tale tip off that things are turning around, that CEO’s are feeling confident enough to resume hiring salespeople. Express Screens Licenses have shown a significant upswing and there are suddenly many more in the pipeline.
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Sales Competencies and Case Histories from Using Sales Assessments – The Series
- August 20, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.
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Bad Apples on the Sales Force – Sales or Sanity?
- August 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Chubby, we hardly know you, and until we do, we’ll use your invaluable comments and insights to crusade for functionality and sanity on sales forces around the world.
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Highly Successful Salespeople Can’t Remember What They Say
- August 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were in an internal meeting last week and Frank Belzer said something really profound. Chris Mott asked him to repeat it and he said, “I have no idea what I just said.”
Light Bulb.
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How to Find the Compelling Reasons for Seth Godin’s Intangibles
- August 15, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin’s recent column on Intangibles was great. As a matter of fact, I haven’t disagreed in more than two years with anything he has written about selling. Today he provided many examples – great examples – of how your intangibles create value. I’d like to explain how your salespeople can uncover these, and other reasons why prospects would pay more to do business with you.
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Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles: