buyer journey

  • Has Buying Changed and Has B2B Selling Adapted?
    • January 5, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My articles begin with analogies so we’ll start by asking, has baseball changed?

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  • How to Know if You Are You Really Selling Consultatively
    • June 4, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and

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  • What is the Best Sales Process for Increasing Sales?
    • July 14, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    sales process

    I’m a baseball lover, die-hard Red Sox fan, and proud father of a 12-year-old baseball star.  Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to

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