buyer focused selling
-
Top 6 Reasons Decision Makers Fail to Attend Your Meetings
- July 30, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
My mind doesn’t work the same as most people. I always seem to find a sales analogy buried somewhere. Frank, who writes the Sales Archaeologist Blog, has that ability too.Recently, at a picnic with my family, I took
-
Top 3 Reasons Why Salespeople Fail at Consultative Selling?
- July 8, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
I have been teaching and writing for years that buyer-focused selling (a consultative approach to sales) is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. These days, -
The Waffle Cone and the Mass Production of Salespeople
- July 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
Do you remember when freshly made waffle cones became popular? Back then, you could smell the waffle cones from outside of a gourmet ice cream shop and the smell alone would be enough to get you in. Originally, it was
My mind doesn’t work the same as most people. I always seem to find a sales analogy buried somewhere. Frank, who writes the 
I have been teaching and writing for years that buyer-focused selling (a consultative approach to sales) is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. These days, 
Do you remember when freshly made waffle cones became popular? Back then, you could smell the waffle cones from outside of a gourmet ice cream shop and the smell alone would be enough to get you in. Originally, it was