• The Buyer Journey – Myth, Reality, Hybrid, or an Avoidable Part of Selling?

    • September 15, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Buyer Journey is front and center again.  Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey.  8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here.  Don’t miss Mike Weinberg’s comment – I love it!  It’s pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?

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  • Sales Process – It’s All about the Shoes, Silly

    • June 28, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Sales Process - It's All about the Shoes, Silly

    I’ve written dozens of articles on Sales Process an you can read many of them right here.  If you pay attention, you can even see how my thinking has changed over the last 10 years.  While I have never wavered on the importance of sales process, I have modified my thinking on why it’s so important, what it must consist of, how it should work, and how it should be integrated into CRM.

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