Top Sales Pro Central Sales Management Prospecting Content for Week of Mar 03

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Sat.Mar 03, 2012 - Fri.Mar 09, 2012

Understanding the Sales Force

Getting Sales Decisions - Why Salespeople Struggle

Understanding the Sales Force

MARCH 7, 2012

Understanding the Sales Force by Dave Kurlan If you were to remove the easy "yes" and "no" decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there. Why is it so difficult for your salespeople to get decisions made on those opportunities? The simple answer, the one you already know , is that those prospects aren't ready to buy.

Decision Maker

Decision Maker Pipeline Account Coaching

The Sales Assessment Client Who Didn't Renew after All These Years

Understanding the Sales Force

MARCH 5, 2012

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year.

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Hiring Top of Funnel Licensing Face-to-face

Sat.Mar 03, 2012 - Fri.Mar 09, 2012

Understanding the Sales Force

Getting Sales Decisions - Why Salespeople Struggle

The Sales Assessment Client Who Didn't Renew after All These Years

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