Understanding the Sales Force
APRIL 4, 2024
Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills?
No More Cold Calling
JANUARY 9, 2020
million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust.
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Understanding the Sales Force
MAY 7, 2014
Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. The amount of death in cold calling is dependent on a number of variables that never seem to be discussed.
Janek Performance Group
JULY 11, 2023
A sales manager recently asked, “Is cold calling effective?” My answer was not an attempt to be glib or elusive, but rather a factual observation from working with hundreds of sales teams. There are sales teams who find cold calling effective, while there are others who think it is useless.
No More Cold Calling
OCTOBER 10, 2013
Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. You don’t cold call? That’s cold … ice cold. Here’s what he has to say: “I have never made a cold call in my life. Associations Enterprise Sales Management Small Business'
No More Cold Calling
APRIL 15, 2014
My first book— No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust — was published in hardcover by Warner Books eight years ago this month. I resonated with Mohsin Hamid’s New York Times article, “ How Do E-Books Change the Reading Experience? Connect with No More Cold Calling.
No More Cold Calling
OCTOBER 22, 2015
When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. Because decision-makers don’t take cold calls or respond to cold emails. Who has that kind of time?
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