Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Fifteen years later, their products have a place at the very top of the sales funnel.
Understanding the Sales Force
JANUARY 4, 2024
In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! These differences can include things that no longer benefit you, things you vow not to do any longer, as well as productive changes that you need to make. Happy New Year everyone! Not by any stretch.
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Understanding the Sales Force
JUNE 2, 2014
Understanding the Sales Force by Dave Kurlan HR Directors love our sales candidate assessments because when they finally learn to select the right salespeople their job becomes easier and they become heroes! Promises of great success would lead you to believe that this is not a difficult sale but it doesn''t always go that smoothly.
Understanding the Sales Force
SEPTEMBER 5, 2023
Last week, I posted an article on the Impact of Relationship Building Challenges in Sales. Matt became a personal client of mine at Kurlan & Associates back in 1986 – 37 years ago – when his then packaging supply company sales team attended a public sales training seminar I was leading.
Understanding the Sales Force
DECEMBER 11, 2013
Understanding the Sales Force by Dave Kurlan For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense for this, consider the many inside sales roles, demo-centric salespeople, and low-level in-home salespeople. hit the milestones of our sales process. visualize the outcome.
Understanding the Sales Force
FEBRUARY 26, 2018
Many of you have worked for companies that had less than desirable products and/or reputations and you know how difficult that can be. But how bad might it be when so much of the nation is demonizing your company, organization and/or products? The AAA doesn't manufacture or sell cars but they do provide benefits to their members.
Understanding the Sales Force
NOVEMBER 25, 2013
Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle.
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