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What Companies Don’t Know About Sales
- November 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We heard that the “Sound of Freedom” was a good movie but waited until we could stream it at home. We loved the movie, but we were moved even more by the closing messages displayed on the screen. The statistics are astounding, where as a result of human trafficking, mostly at the southern border, more children are enslaved today than when slavery was legal! We didn’t know what we didn’t know.
“Companies don’t know what they don’t know about sales” is true in most companies and sales organizations.
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Why Sales Transformation Achieves Better Results Than Sales Training Alone
- January 22, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You brought in sales training but it didn’t achieve the expected change because the training didn’t address the bigger problems that went beyond selling skills. You may not have realized that companies really need sales transformation and while sales training can be part of that transformation, on its own, it usually underperforms.
Why?
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Are You Any Good at Evaluating Sales Talent?
- February 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren’t those the ones you like best? Aren’t those, especially when they have industry background, the ones you hire? And don’t they all perform just swell?
No? Why not? After all, they met all of your criteria, didn’t they?
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Prediction for Your Company’s Sales Force in 2011
- December 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday’s Top Sales Awards event. They include legends, both living and deceased, like Zig Ziglar, Brian Tracey and Earl Nightingale. Current legends like Gerhard Gschwandter and Jeffrey Gitomer were honored. Others who were inducted include Keith Rosen, Bill Brooks, Linda Richardson, Neil Rackham and Dr. Tony Allasandra.
