presenting

  • Time for Closing Arguments
    • May 29, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    closing arguments

    In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week, the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even

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  • Top 11 Reasons Why Salespeople Fail to Close Sales
    • September 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    stop sign

    Today I coached a salesperson who thought he had call reluctance – but I didn’t agree.  He was pushing through, making calls – although not as many as he should.  He has some need for approval – but since he

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  • Most Salespeople Suck at Selling – Is it Worse Than Ever?
    • August 26, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    vacuumLast year I wrote this short article on the difficulty that salespeople have getting their voice mail messages returned.  In May, this article addressed the subject in a different way. Two years ago I posted a related and very powerful

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