sales assessments
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The Science of Selling – Rules versus Data
- February 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Regular readers know that I like to talk about the science of selling. I don’t mean the science of the sales process, strategy and tactics, as much as the science of research, data and proof. There is a science to
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The Sales Assessment that Dave Kurlan Developed
- February 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I am often asked how I can write so many articles. I have a few answers for that:
- Compared to the demands of writing my two books, Mindless Selling and Baseline Selling, writing a couple of paragraphs every day
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How Does the Salesperson Affect Price Shoppers and Negotiators?
- February 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My friend, Dan Caramanico, is one of the authors of The Optimal Salespersson, a book Selling Power said is one of the ten you should read in 2010. Dan read my article about the Difference Between Selling to
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3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring
- January 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday I participated in a Webinar sponsored and hosted by EcSell Institute where I presented my ideas for how not to screw up your 2010 sales hiring. Most of the attendees had participated in a survey where they said
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18 Business Trends For Your Sales Force
- January 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This week’s edition of Meet the Sales Experts featured a panel of three sales development experts. My guests were Mark Berezow, Gary Harvey and Rocky LaGrone. Before they handled one caller’s sales force challenges (excellent stuff) , they
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I really don’t have an issue with others who write in the sales & sales force management space. I encourage and embrace it. I just hate it when people write opinions when facts are called for. We all have opinions.
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Sales Assessment Completion Time May Impact Validity of the Findings
- December 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…How would you like to influence the development of our never-ending quest for improvement in our suite of world-class assessment tools? We constantly seek ways to expand our world-class insights, legendary accuracy, and real-world relevance.
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Are Sales Cycles Really Getting Shorter?
- December 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I read an article that claimed that winning sales cycles are getting shorter.
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Top 10 Kurlan Sales Management Functions – What’s Missing?
- December 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was asked a really good question yesterday. Why wasn’t the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions?
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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the 5th in my series of the Top 10 Kurlan Sales Management Functions.