inside sales
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Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales
- March 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market’s perspective: Small orders will be easier for them to handle. My perspective: Let’s go!!! They call it Express for
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How Boomers and Millennials Differ in Sales
- May 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I hate this article already – the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers.
We’ve all
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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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Learn How We Discovered They Had the Wrong Salespeople
- February 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it
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The Secret to Coaching Salespeople and Why It’s So Scary
- September 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have time to read only a single one of my articles this year, read this one on the great business disconnect that was published on LinkedIn. You won’t be sorry. And if you want to see just how
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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
- September 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Here’s a quote from an article I wrote that appears now on the SellingPower Blog. It’s an analogy to help you understand why asking questions is so difficult for most salespeople.
“You’ve been driving a car since you were a
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Sales Hacks and How to Improve Your Lead Follow Up Conversions
- August 31, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just returned to the office to find around 900 emails waiting for me While purging my inbox, I found some interesting and useful items that I am sure you would want to know about.
I have previously written about
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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
- August 18, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sales Process isn’t even the only thing that inbound marketers say is dead. They’ll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that
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The Science of Sales Selection vs. the Marketing of Modern Selling
- August 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company’s top and bottom performers.
He wrote, “After all these years, this is still amazing to me. Thanks
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Why This Salesperson Failed to Close the Deal
- November 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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