hunting
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Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople
- April 14, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play. I hadn’t heard that song in at least a decade and as I listened to the words,
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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Allow me to use Donald Trump, the 47th President of the United States, as my analogy for this article because his policies will be quite relevant for sales and business development over the next four years. If you aren’t interested
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How to Get Ready for Quota-Busting Sales Success
- January 18, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Getting Salespeople to Prospect When They Aren’t Prospecting
- November 15, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…More than a dozen years ago, when I was coaching Little League, I had two boys on my 9-year old team that never made contact with the ball. It didn’t take much time with them to realize they were both
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My Latest on Using Email to Book New Meetings
- November 29, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Using email to book new meetings sounds awesome. Unfortunately, it isn’t, because email does not work effectively.
We produce a lot of trash at our house and every Monday night I wheel two big trash buckets down to the bottom
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Did You Know That You Have Woodpeckers on Your Sales Team?
- May 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, “What did that?”
“Woodpecker,” he said.
On one side of the tree we had this perfectly cut, huge
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The Bearded Lady, My Shaving Pattern and Your Sales Pipeline
- August 8, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I can grow a pretty decent five o’clock shadow – above my upper lip and only after about a week. Unlike the bearded lady at the circus, when it comes to facial hair, there’s really not much there!
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Do the Best Sales Managers Have the Best Salespeople?
- August 27, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when
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Prospecting Trends for the Sales Force
- July 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Three salespeople left voice-mail messages for me today. They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week. Nothing out of the ordinary here, as one of the
