Selling System
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Top Kurlan Articles on Sales Process
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I write often about sales process. After all, one can’t accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process:
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What Automotive Technology Can Teach us About Sales Process
- May 20, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Are you old enough to remember driving cars that didn’t have seat belts? Prior to seat belts you probably felt quite safe in your car; but how do you feel today if you are driving and your seat belt isn’t -
What Makes You Think You Have a Sales or Recruiting Process?
- January 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s true. Executives brag about their processes. “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!” It never matters whether they’re talking about a recruiting process or a sales
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Putting for Eagle – Going for the Unlikely Close
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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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 -
Top 6 Reasons Why Most Sales Training Doesn’t Work
- June 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail
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Top 6 Tests to Determine if Your Sales Process Supports Sales Competencies
- April 6, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was at the Deli counter yesterday and I couldn’t help but notice a few things.
Are you old enough to remember driving cars that didn’t have seat belts? Prior to seat belts you probably felt quite safe in your car; but how do you feel today if you are driving and your seat belt isn’t 
My friend,