2006 Groups Sales Training 
No More Cold Calling
MARCH 25, 2021
Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.
No More Cold Calling
JUNE 10, 2021
I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.
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Understanding the Sales Force
MAY 1, 2014
Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Although that was the original plan in 2006, it is no longer on my radar. Improve your sales coaching capabilities.
Understanding the Sales Force
DECEMBER 19, 2012
Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now. That's one of more than 20 conditions that justify evaluating the sales force. I am stuck on comp.
Sales Training Connection
AUGUST 1, 2016
Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. Inflection point. Design philosophy.
Selling Essentials RapidLearning Center
OCTOBER 13, 2021
You’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. ‘Resonating Focus’ A group of marketing professors, writing in the Harvard Business Review, formalized this idea as a selling methodology to combat cognitive overload.
No More Cold Calling
AUGUST 14, 2019
I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. From Consulting Business to Referral Business.
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