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Have the Promises of Inbound Sales Come to Fruition?
- November 14, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I spoke at Inbound, where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic? Well, the promise of the Inbound movement is that cold calling is dead. Salespeople will reap the benefits of inbound leads from prospects who had already expressed interest. Has that happened?
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What is the Single Biggest Differentiator Between Top and Bottom Salespeople?
- October 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is one Blog that I never fail to read, and that’s Seth Godin’s Blog. Seth doesn’t write about sales – he pens a thought leadership Blog – but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles – each is less than 30 seconds to read and I believe they are both well worth your time.
The first is Fully Baked. The second, on a related topic, is Skills vs. Talents.
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Trust in Selling is Becoming More Important Than Ever
- February 26, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that’s from both sides of the door. They are looking for salespeople, vendors, suppliers, partners and trusted advisors who have strong integrity. And they are also hiring the people (in this case, salespeople) who are deemed to be of a higher integrity. Trustworthy is the operative word here.
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Sales Education – New Events, Articles and Books
- February 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today’s article has a collection of links to help you, your sales managers and your salespeople become more effective.
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How to Make it Easier for Your Salespeople to Sell
- November 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Making the job easier for your salespeople is your number one responsibility after coaching and accountability but most sales managers don’t give this challenge much thought. How about you?
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Hierarchy of Sales Coaching – How to Change Behavior
- September 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted a great article on hierarchy of success.
Speaking of hierarchy, here is what I believe to be the hierarchy for changing sales behavior:
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Seth Godin Reinforces the Proper Sales Process
- March 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted this article last week. Read it it’s very short and a very good story.
