role play
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The Problem with Self-Directed Sales Training and its Role in Developing Salespeople
- June 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said “Lunch” at the end of the day, and I spent most of the morning displaying
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How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing
- February 26, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s short article Friday. Less is more.
My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. It illustrated just how bad most professional
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10 Reasons Why Parents of Toddlers Make Better Sales Coaches Than Sales Managers
- May 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask ‘why’, eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are
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Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
- April 11, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In September I wrote this article on the difference between asking good, tough and great questions.
I included examples all three types of question in the article.
There is also a proper sequence: Good question. Tough Question. Great question.
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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness
- July 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you watch the Home Run Derby on Monday night? I’ve never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched.