top of the funnel
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The Many Different Selling Roles and How They Differ – Part 1
- July 27, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars
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Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales
- March 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market’s perspective: Small orders will be easier for them to handle. My perspective: Let’s go!!! They call it Express for
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What Percentage of New Salespeople Reach Decision Makers?
- June 20, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It isn’t as good as the Father’s Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not
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How Boomers and Millennials Differ in Sales
- May 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I hate this article already – the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers.
We’ve all
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Selling Value – Everything You Always Wanted to Know
- December 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some news stories just don’t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk