sales competencies
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Tom Peters Top 9 Items for the Sales Force
- May 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom had dozens of items on the list and an argument can be made to include more of them as staples of the sales force but these are a really good start. If you were to pick just one to work on first, which one would you choose?
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Great Sales Opportunities That Don’t Close
- March 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If getting opportunities into the pipeline is the most universal sales challenge, then getting opportunities closed comes in a close second. I’m talking about prospects who aren’t ready to say, “yes” but are still “very interested”. These calls pose problems for salespeople for several reasons:
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Your Sales and Sales Management Questions Answered Part I
- December 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I’ll answer the first four of those questions below:
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Sales Competencies Contest – Win Prizes
- December 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Speaking of Sales Competencies, Rocky LaGrone was back on Meet the Sales Experts yesterday and what a great show. In addition to sales competencies we also discussed training and coaching competencies. I think this episode was one of the fastest moving shows we’ve produced to date.
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Practice – 9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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Options – 7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 22, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This the 7th in my series on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up
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Top 10 Sales Competencies
- October 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These aren’t the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?
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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!
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Are Sales Tools the Solution?
- August 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When Sales tools are used properly, they become tremendous solutions, for example: