business development

  • Eggs, Toast, and Bacon Aren’t Original—Neither Is Sloppy Sales Prep

    • August 24, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    egg and toast

    Dave’s cracking up over a restaurant’s “original” eggs, toast, and bacon combo—and calling out salespeople who skip their homework. Learn how AI like Grok can supercharge your prospect research in seconds.

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  • Friday – Finding New Business & Sales Part 2 – How it’s Done

    • February 7, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the second weekly installment of Finding New Business and Sales.  You can read Part 1 here.

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  • Prospecting Trends for the Sales Force

    • July 19, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Three salespeople left voice-mail messages for me today.  They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week.  Nothing out of the ordinary here, as one of the callers wanted to know when our copier leases expire, one wanted to know when our commercial real estate lease expires and two wanted to introduce themselves as our new reps.

    There are several reasons why they were so bad:  

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  • Are Your Salespeople Still Cold Calling? The Ugly Truth

    • January 25, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One thing that will never change is word of mouth.  Referrals and introductions from happy customers and clients will always be the finest method for generating new business.

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