selling power magazine

  • Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
    • September 8, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Here’s a quote from an article I wrote that appears now on the SellingPower Blog.  It’s an analogy to help you understand why asking questions is so difficult for most salespeople.

    “You’ve been driving a car since you were a

    …
    read more

  • Selling Power Hit and Then Miss the Mark on Sales
    • November 17, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This must be the week for big names laying big eggs.  The problem stems from the fact that people who are not experts on sales, selling, sales organizations and salespeople, are weighing in with opinions that are either based on

    …
    read more