Dave Kurlan
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Are Sales Tools the Solution?
- August 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When Sales tools are used properly, they become tremendous solutions, for example:
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Just How Important is Preparation to Sales?
- August 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was a theme on this week’s edition of Meet the Sales Experts. Whether he talked about the keys to success in the role of salesperson, sales manager, regional manager, Sales Director or VP of Sales, stressed the importance of over preparation. Currently the VP of Commercial Lines, Marketing and Sales at the Hanover Insurance Group, Jim provided keys, tips, examples, lists, and secrets for success at every level of a sales organization.
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One Surprising Key to Selling Value
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Gary Harvey, my guest on this week’s episode of Meet the Sales Experts, has great advice for companies that are trying to avoid getting sucked into having the lowest price. His secret? Purchasing Agents have always told salespeople that they go with the lowest price. When he asks them why they do this, they always tell him the same thing. “Because it works on every other salesperson until we met you.”
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Teaching Sales in School is Like Learning to Golf on the Wii
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The article, “Can College Teach You to Sell?”, has its pros and cons. Let’s start with the good stuff.
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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How to Lose Customers Under Contract
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You know that your competitors’ top prospects are your existing customers that you have under contract, right?
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Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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2 Things Race Car Driving Has in Common with Selling
- July 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver! How many people do you suppose there are that can take claim to both of those professions?
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.