dan pink
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not
- May 22, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Dan Pink, Author of To Sell is Human, has been getting a lot of well-deserved exposure. He wrote a terrific book and most who have read it, really like it. I don’t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context. The context is that everyone can sell their ideas. Agreed. But out of context, it is suggested that everyone can be a salesperson. I strongly disagree.
Forget for a moment all of the data from Objective Management Group showing that 74% of all professional salespeople suck. When we take the concept from selling an idea (at home, at church, in the neighborhood or internally to coworkers) to professional selling, 10 things change:
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Dan Pink Hits and Then Misses the New Key to Sales Performance
- February 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do brilliant people, like Dan Pink, look at research and then reach faulty conclusions?
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What We Think about Sales Motivation is All Wrong
- September 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Arno was kind enough to point my attention to this great video presentation from Dan Pink on the science of motivation.
Dan uses science, examples and case histories to tell us that almost everything we thought about motivation is wrong….or is it?
He never mentioned sales, selling, the sales force and salespeople specifically, but we do know that he said this:
