sales leadership

  • Top 6 Reasons Why Most Sales Training Doesn’t Work

    • June 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you invest in sales training, especially now, you also need it to work now, not in 12 months.  Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.

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  • Sales and Sales Leadership Lessons from Lou Piniella and the Umpire

    • June 23, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last night on the MLB Network, I heard Don Denkinger, a former major league baseball umpire, tell a very funny story about former Yankee player and current Cubs manager Lou Piniella.

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  • Sales Coaching – The Big Differentiator

    • December 2, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What’s the difference between great sales coaching and good sales coaching?

    Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That’s good sales coaching.

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  • Top 10 Reasons Why Opportunities Die

    • September 4, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve provided examples before of bringing seemingly lost opportunities back from the dead.  That may be the reason a client asked me to help bring one of his company’s deals back from what might be a near death experience.

    I’m not going to reveal the details of this opportunity (yet) but opportunities like this usually have some common themes.

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