Understanding the Sales Force
JULY 14, 2014
Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005.
Understanding the Sales Force
OCTOBER 16, 2013
The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. So they say.
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SBI
DECEMBER 8, 2020
Whether you want to move more leads into the top of the funnel, optimize sales processes in the middle of the funnel, close more deals at the bottom of the funnel, or improve sales knowledge and skills improvement, this guide has you covered. Still, it’s a lot.
Increase Sales
FEBRUARY 20, 2015
For any business from the smallest to the largest, market reach is essential. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. Real World Example #1.
SBI Growth
SEPTEMBER 29, 2012
What if Marketing has actively informed the market with a sound content marketing strategy? However, there are a few things to keep in mind before you start: Win-Loss Interviews are typically part of a larger, complex initiative such as Sales Process or Account Segmentation. Improve the product marketing message.
Understanding the Sales Force
OCTOBER 21, 2013
Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
Rob Jolles
JUNE 2, 2023
Chicago, 2005. We spoke for about 30 minutes about sales processes and training for success. If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. I’m not sure how much he heard, but strangely enough, he wasn’t smiling. Once in the cab or Uber; surely we’re safe at this point!
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