sales capabilities
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Data and Science, Understanding the Sales Force
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.
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How to Prevent Crashing and Burning in a Sales Presentation
- July 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So the increasingly difficult challenge for salespeople, even if they recognize it (and most don’t), is this: When they are invited in to present capabilities, they must compare it to driving into a dead-end alley. They must shift gears into reverse because if they push forward they will crash, burn, blow-up and die.