effective sales coaching
-
Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
- April 11, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In September I wrote this article on the difference between asking good, tough and great questions.
I included examples all three types of question in the article.
There is also a proper sequence: Good question. Tough Question. Great question.
-
Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching
- April 3, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What are your thoughts about Atlantis? Intrigued by the lost continent, I have read a lot about it over the years, including the book, Atlantis Beneath the Ice, which revealed where Atlantis is actually located. Cool! On a recent
-
Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are
-
Sales Coaching – Are Sales Managers Any Good at This Function?
- March 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ve written extensively about sales coaching before. Yesterday, a fairly typical day, I coached 4 different sales experts and 2 clients on how to more effectively coach salespeople and sales managers. I have noticed that most sales managers believe that