HubSpot
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Why So Many Sales Managers are So Bad
- July 25, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…Image Copyright 123RF Stock Photo
I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will
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Can Free Sales Content Send You Down a Dangerous Path?
- May 2, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you ever drive down a street and see a “free stuff” sign? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It even could have been free kid’s stuff. Nearly all
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Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform
- February 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ve written more than 1,400 articles for Understanding the Sales Force and every one of them has been my observation of salespeople, sales managers and sales teams. The observations come from sales force evaluations, sales candidate assessments, sales recruiting projects,
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An Ode to the Evolution of the Pipeline
- July 13, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Over the weekend, I was thinking about sales pipelines and inaccurate forecasts, how companies are always experiencing issues at the top of the funnel, and it inspired the following poetry. It won’t win an award for imagination, creativity, rhyming or
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Top 10 Reasons Why Inbound Cannot Replace Sales
- August 15, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Well, it’s really happened now. -
Does Efficiency or DNA Help to Increase Sales?
- July 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Salesforce Blog published a new article of mine today – Read How to Create Perfect Sales Conditions. It’s really an article about how to use tools and efficiency to increase your focus and sales. Speaking of efficiency, Kyle Dougherty,
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Consultative Selling, Commitment and Training – Like Oil & Water
- March 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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First the links:The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales.
This article was named Top Sales Article for last week and
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What Does it Take to Become a Sales Manager?
- January 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was listening to a Boston Sports Radio Station, the same one I wrote about here. Today’s guests were Christian Fauria, former tight end of the New England Patriots, and Matt Chatham, former linebacker of the same
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Can You Improve a Kick-Ass Sales Force?
- September 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most of the calls and emails which we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies who are already kicking ass.
Mark Roberge, Sales VP at Hubspot,
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Aligning and Optimizing Sales and Marketing to Increase Conversions
- May 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Do you ever wonder how web pages help (or hinder) the sales effort? I do.
When salespeople follow up on leads their success has a great deal to do with the quality and freshness of the leads. When they fail
Well, it’s really happened now.
First the links: