empty pipeline
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Speed Limits, the Flow of Traffic, and Sales Pipelines
- November 19, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I don’t get stressed anymore when I’m driving. All it took was for me to not exceed the speed limit. I’m not sure whether it was my navigation system repeatedly telling me to “obey all traffic laws” each time I
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Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?
- October 9, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.
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What Do You Blame When Salespeople Don’t Schedule Enough New Meetings?
- May 23, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes – they are skill-based. What happens when you have
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A Hidden Weakness that Makes Salespeople Procrastinate
- May 15, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday, I was on three separate calls with sales managers whose salespeople needed to fill their pipelines, but hadn’t. They needed those salespeople to schedule meetings, but they weren’t doing it. They needed those salespeople to make calls, but they
Yesterday, I was on three separate calls with sales managers whose salespeople needed to fill their pipelines, but hadn’t. They needed those salespeople to schedule meetings, but they weren’t doing it. They needed those salespeople to make calls, but they