sales best practices
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New Data Reveals Interesting Differences in Salespeople’s Ability to Work From Home
- June 25, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You wake up, the sky is blue, the sun is shining, you open the door and it’s freezing cold outside. Or there is the opposite of that, when there are thick clouds, it’s drizzling, you open the door and it’s
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I’m Sorry But Your Sales Process Sucks
- February 1, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author’s technology application, which helps track sales KPI’s; so they should
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Top 13 Requirements to Help You Soar as a Sales Manager
- January 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In my last article I shared the top 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a
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The Perfect Day for a Salesperson – 10 Ways to be More Efficient and Effective in 2018
- December 8, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Introduction
You can be more effective and more efficient selling in 2018, do every single thing I wrote about in this article, exactly as I wrote it, and without any difficulty, by making a conscious decision to follow this blueprint.
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Dissecting the #1 Sales Best Practice
- August 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes
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Getting Emotional at Dunkin Donuts, and Over Social Selling
- August 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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As I approached the window of my local Dunkin’ Donuts, the woman said, “How are you today?” I paid her and then replied, “I’m fine, and you?” My response had an extreme delay. Then she asked if I needed a
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Which Industries Need the Most Help to Get Sales to the Next Level?
- August 15, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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Must Read – Accenture / CSO Insights Sales Optimization Study
- December 2, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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In their latest study (thanks to Charlie for sending it to me) – Accenture reported on the 2000 companies worldwide that CSO Insights surveyed. I identified some very interesting findings and if there was a big surprise it was that -
If Andre Agassi was in Sales, Would He be Ranked #1?
- September 6, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Andre Agassi’s autobiography, Open, was a great book! I kept wondering what it would have been like if Agassi was in sales instead of tennis. Would he have been the best salesperson in the world? Would he have won
In 
Andre Agassi’s autobiography,