sales
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10 Steps for your Sales Force to Survive and Thrive in The Recession
- January 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Like many of you, I’m back from a much needed vacation where I met a guy who could have been one of the sorry CEO’s I have met over the past several months.
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A Career in Sales is No Place for a….
- November 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you interview thousands of salespeople like I have, one of the first things you’ll learn is that not one of them ever considered sales as a future career when they were in school. They went to school for engineering,
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Stimulate the Economy – Get Your Salespeople Selling!
- November 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was interviewed on two different radio shows today. Jim Lobaito interviewed me about the impact that the economy is having on sales on his weekly business show and David Leopold interviewed me for his live Internet radio show, Let’s
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Sales Competencies and Your Competition
- November 6, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have heard me speak or you have completed a profile of your ideal sales hire than you know I believe that your products or services fit into one of four categories of resistance:
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Your Salespeople Call on the Wrong People and Expect Them to Buy
- October 30, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I speak quite often to groups comprised primarily of CEO’s and Presidents. Yesterday was a good example of that, with about 100 people in the audience. There were 35 No-Shows, most of whom did not have the title of President
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What Have Your Salespeople Been Listening To?
- October 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In my position as a sales development thought leader and expert I get to hear what many salespeople in many industries are encountering for resistance. In the last few weeks I’ve heard way too much about deals getting suspended due
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Who Are Better Salespeople – Men or Women?
- October 23, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Tom Peters said women are better salespeople than men.
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Management’s Guide to the Top 10 Differences Between Sales Winners and Losers
- October 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.
This post is the sales management version of the article referenced above.
In that article, I
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Sales Force Motivation – Learn From the Red Sox Miraculous Comeback
- October 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…By now most of you probably know that the Boston Red Sox pulled off one of the greatest comebacks in Post Season Baseball history, coming back from a 7-0 deficit in the 7th inning to beat the Tampa Bay Rays
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Getting Excited About Sales Metrics
- October 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we encourage our clients to do each day, both of my companies have daily huddles for their salespeople. The purpose of the daily huddle is to keep everyone focused on the measurable activities that drive results.