salespeople
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
- Momentum
- Cash Flow
- Best Practices being executed
- Processes being followed
- Strategies being executed
- Tactics being utilized
- Salespeople
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Your Salespeople Can’t Even Do That?
- February 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, when meeting with a new client, he expressed his frustration over salespeople having difficulty with voice mail. That’s the simple complaint. It’s really much more. First the voice mail part: it’s not getting calls returned, not getting through, not
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I really don’t have an issue with others who write in the sales & sales force management space. I encourage and embrace it. I just hate it when people write opinions when facts are called for. We all have opinions.
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Putting for Eagle – Going for the Unlikely Close
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
My friend, Rick Cayer, sunk his first-ever eagle putt today and I saw it all. While I’ve been golfing for only a few years and suffer from tremendous inconsistency on the course, Rick has been golfing for more than -
Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received an email from the president of a telemarketing service in which he talked about:
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.
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Salespeople and Requests for References
- June 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For the first time in months, I was recently asked for references. No problem!
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Salespeople Should be More Like Children
- May 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Our son wrote a book today. He illlustrated it too. No big deal? He just turned 7.
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More than Half of All Sales Managers Should Consider….
- May 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn’t be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers.
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Differentiating a Pricing Strategy from a Sales Strategy
- May 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you subscribe to Verne’s Insights – 10 Minutes with the Growth Guy – Verne Harnish? You should. It’s the best newsletter I get – one I actually read each week! In today’s issue Verne wrote that his favorite
My friend,