sales force development

  • Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
    • September 8, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Here’s a quote from an article I wrote that appears now on the SellingPower Blog.  It’s an analogy to help you understand why asking questions is so difficult for most salespeople.

    “You’ve been driving a car since you were a

    …
    read more

  • The $9 Million Cold Call – Do Salespeople Still Sell That Way?
    • October 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    cold callerI just completed an interview on behalf of a client and learned that this candidate landed $9 million in brand new business, from a brand new account over a period of 18 months from – are you ready – a

    …
    read more

  • Top 10 Ways to Increase Sales
    • October 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis.  Do you?

    There are as many answers to this question as there are politicians running

    …
    read more

  • Enough Already with all the Sales 2.0 Talk!
    • August 24, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When fax machines were first introduced (I remember the day a salesperson cold-called me with an “opportunity” for me to own my own fax machine back around 1987), experts wrote (magazine articles) about the power of the new machine and

    …
    read more

  • Articles on Sales Training Impact
    • September 17, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won’t work.  The following articles deal with this topic:

    …
    read more