selling value
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How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?
- September 22, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven’t been reading the Blog for the last sixteen years you may have missed my previous fourteen take
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You Can’t Lose Customers or Salespeople – 2 Secrets to Their Retention
- July 6, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we wade deeper into recession, you will certainly agree that there are two things you must not lose:
- Customers/Clients
- Good/Great Salespeople
I conducted a Google search for “why salespeople quit their jobs” and was surprised to find more than
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Selling and the Need for Speed
- June 8, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We had Chinese for dinner and my fortune said, “Speed is not as important as accuracy.”
When you think of speed what are the first things that come to mind?
Fighter Jets? The 10 fastest in the world reach speeds
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The Recession is Here – How to Take Advantage and Prepare Your Sales Team
- May 31, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You boarded your plane, got seated, the plane pulled away from the gate and you fell asleep. Later, a hard landing woke you and you wondered, “Are we already there?” Yes you are and you slept through the entire flight.
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How a Mug of Dunkin Can Help You More Effectively Sell Value
- December 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I won’t suggest that a cup of Dunkin coffee will make you more alert and more effective. It’s much more helpful than that.
This is another Bob story. Bob was on a sales call and the prospect told him
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Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day
- October 12, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Oh no, another post on the political climate. Don’t worry, I’m not taking sides, I’ll be right down the middle, and very critical of both sides. And stay with me for the pivot to the good stuff – my sales
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New: The 21 Sales Core Competencies for 2020 And Beyond
- September 27, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Had an update lately?
I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release.
Apple updates the
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She’s already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.
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15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
- August 12, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week we moved our son into his dorm to begin his freshman year of college. The college President’s opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really
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The Most Successful Negotiation is The Negotiation That Isn’t Needed
- December 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids’ safety in jeopardy because snow is falling? They weren’t worried about