Drive Revenue

  • How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
    • August 11, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    “That wasn’t what I expected!”

    You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to

    …
    read more

  • 10 Attributes of the CEO Who Drives Sales and More
    • August 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Both Sides of MouthI had two conversations that were in stark contrast to one another.

    The first was with an executive who told me that the company must have their salespeople selling more consultatively to better differentiate themselves in the global market, so

    …
    read more