sales pipeline
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Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
- April 30, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God’s plan for us?
While many experts
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Can Sales Statistics be Bad and Good at the Same Time?
- February 21, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received two pieces of bad news relative to statistics.
The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don’t finish
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What You Should Know When Your Cold Prospect Suddenly Returns From the Dead
- January 15, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week I wrote about the deep freeze, why prospects suddenly go cold, and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling
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Grammar – Why Commas Provide Sales Success Where Periods Fail
- July 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You’ve heard it all before – but not quite this way.
The one thing you need in order to have a successful sales force is CRM.
The one thing you need in order to have a successful sales force is
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Predict the Weather but Control the Sales Forecast and Revenue
- June 6, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It’s pouring rain and with the exception of 3 nice days in the middle of May, when the temperature was in the
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Veteran’s Great Quote Makes News and Has Terrific Lessons for the Sales Profession
- February 21, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Disclaimer: This is not a political post even though I quoted someone with a political opinion. The entire article is about sales.
On my way to the office, I was listening to the News when they cut to a diner
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It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession
- March 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You remember the last recession – the great recession – right? I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
- February 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just love it when cool gets cooler and I’m not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and
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What True Story Does Your Sales Pipeline Tell You about Your Business?
- November 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Sales Slumps – What Causes Them and How to Fix Them
- September 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…During the course of a baseball season, both hitters and pitchers fall into slumps. In basketball, players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps.