Understanding the Sales Force

FEBRUARY 28, 2012

Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. A new book by Adon Rigg, Insightful Selling , launched today. It's a nice collection of important reminders, tips and insights for all things sales. There are a few things that I especially appreciated about his book and you might too.

Education 169

Education Cold Calling Sales Coaching Coaching 169

Understanding the Sales Force

FEBRUARY 29, 2012

Understanding the Sales Force by Dave Kurlan On a recent coaching call, I was explaining how to handle the prospect that doesn't admit to having an issue with which they need help. During a first call where the salesperson is taking a consultative approach, it's not unusual for a prospect to become protective or defensive by denying having issues. At this point, most (74% according to Objective Management Group ) salespeople will choose one of the following three paths: They hang up - no problem

Sports 163

Sports Follow-up Course Coaching 163

Understanding the Sales Force

FEBRUARY 27, 2012

Understanding the Sales Force by Dave Kurlan By now, many people have either an iPad, iPod, iPhone or MP3 Player to create playlists for music. Your playlists might include favorite songs of a particular genre, such as "Rock" or "Jazz"; for a certain setting, such as "Dinner" or "Poolside"; or simply a collection of your favorite songs. Of the thousand or so titles on my devices, perhaps only 200 of them are songs that I love and they appear on multiple playlists.

Discount 163

Discount How To Exercises Analysis 163

Understanding the Sales Force

MARCH 2, 2012

Understanding the Sales Force by Dave Kurlan Someone over at Focus.com posted the question, "Are you already behind on your 2012 sales goals?". One responses was another question, " What are some different ways you keep morale high when the team is behind on goals?". I responded to this question with the following answer: "I don't expect many to agree with this answer and my opinion can't be changed.

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Lead Rank Motivation Sales Pipeline 211