Sales Force
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Why I Can’t Talk About This form of Rejection Anymore
- November 25, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I want to ask for your help. Please read these two rants and then comment – I really need your comments, inbound links and outrage to support my position.
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15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event
- April 6, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What a month it’s been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team
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Sales 102 – The Pitch Deck, the Price Reduction and the Data
- September 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing
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Learn How We Discovered They Had the Wrong Salespeople
- February 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it
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Do Salespeople Leverage the Ideal Moment in the Buying Process?
- February 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This winter in the northeastern USA, we have been getting hammered with snowstorm after snowstorm. This is what it looked like as the sun was rising yesterday morning.
It was perfect. A winter wonderland. The glow. White before it browns. -
How to Run a Killer Sales Incentive Contest
- February 6, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday, we had a fairly sizable snowstorm that dumped a foot of snow and it reminded me of this article from last winter.Also yesterday, in my article on the importance of rallying cries, I promised to discuss incentive
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What is the Best Sales Model for Your Sales Force?
- January 28, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others:
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How Frequently Does Fear Play a Part in Sales?
- November 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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One of the many things that holds salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn’t allow them to exceed expectations and never has them succeeding beyond everyone’s wildest dreams is their fear of -
Presidents & CEO’s: 4 Out of 5 Sales Managers Are Ineffective!
- October 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A title like, “Presidents & CEO’s: 4 Out of 5 Sales Managers Are Ineffective”, will cause some Sales Directors, Sales VP’s and Sales Managers to click and read the article. That’s OK, but a spoiler warning: if you feel threatened
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Are Your Strategic Partnerships Your Passive Sales Force?
- January 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:- Insurance agencies electing to provide a particular insurance carrier’s policies,
- Marketing firms and their
Yesterday, we had a fairly sizable snowstorm that dumped a foot of snow and it reminded me of 
One of the many things that holds salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn’t allow them to exceed expectations and never has them succeeding beyond everyone’s wildest dreams is their fear of 
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10: