Understanding the Sales Force

DECEMBER 13, 2012

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science).

Hiring 163

Hiring Compensation Motivation Study 163

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. So, I did my “feet on the street” research. I asked salespeople and sales leaders I knew if they liked to get referral introductions. I developed an online program in 2012. (I That got me thinking.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Here’s what I know about finding a sales mentor: 1.

How To 284

How To B2B Intent Inside Sales 284

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Buyer 154

Buyer Social Media Hiring Inbound 154

Sales Hacker

OCTOBER 21, 2019

For both of these books, I spent over a year researching the topics. I experimented with new sales approaches, distraction management techniques, and how to squeeze more out of a day while still feeling refreshed. What’s your favorite sales book? . I love sales books and have a hard time choosing a favorite!

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90