Understanding the Sales Force

JULY 6, 2022

I conducted a Google search for "why salespeople quit their jobs" and was surprised to find more than 6 million results for that query! As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients. Good/Great Salespeople.

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Retention Customer Hubspot Compensation 193

Understanding the Sales Force

OCTOBER 20, 2014

Interestingly, I had to go 8 pages deep in a Google search for Rock Star before there was even a mention of anyone remotely connected to being a rock star. That''s when Joe Perry of Aerosmith was mentioned in the Google web search. Jack Black in his School of Rock role was the first "rocker" shown in the Google image search!

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Comparison Google Quota Conference 287

Understanding the Sales Force

MAY 17, 2019

Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link: Let's take some of the lies being told to companies with sales organizations.

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Prospecting Google How To Examples 199

Understanding the Sales Force

FEBRUARY 19, 2015

Dave Kurlan Consultative Selling close more sales twitter linkedin selling value long sales cycle sales win rates google plus' Let''s take selling. how dramatically has that changed in 20 years?

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Consultative Selling Twitter Google Sales Cycle 120

Understanding the Sales Force

MARCH 14, 2016

A quick Google search indicates that I have woven baseball into 435 of my articles - nearly one third of them, so why baseball again? There are specific events, points in time, and conditions when it is appropriate to ask for help. Before I explain those, let me go to my favorite source for analogies - baseball - to show how this is true.

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Company Google Sales Sales Coaching 120

Understanding the Sales Force

SEPTEMBER 2, 2014

Just go to Google Images and type in social selling or click this link and you''ll see just what an industry it has become. This series will catch you up in a hurry. Four days, four categories, with related articles. Day 1 - The Social Selling Articles. You don''t have to know a thing about social selling.

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Social Selling Inbound Google Video 243

Understanding the Sales Force

AUGUST 9, 2016

At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy.

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Hiring Remedy Insurance Insurance 120

Understanding the Sales Force

DECEMBER 22, 2014

Use powerful web applications or device specific apps that sync across all of your devices so that you can get more done.

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Face-to-face Commission Exercises Sales Qualified Lead 275

Understanding the Sales Force

AUGUST 18, 2015

Let's start with my recent Google search for "Sales Process is Dead." The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. That search turned up these articles on the first page of results: So who wrote all of these articles? Don't get me wrong.

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Inbound Inside Sales Sales Process Top of Funnel 120

Understanding the Sales Force

DECEMBER 10, 2013

Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks.

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Conference Examples Groups Google 302

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. When I read the article I noted a couple of things I really liked: They learn very little about sales in the first 30 days.

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Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

AUGUST 18, 2014

Social Selling allows us to connect using Twitter, LinkedIn, email, blogs, Facebook,Google and more. Times change and today I would choose the phone over door knocking 100% of the time. But while there were only 2 options in the 70''s and 80''s, today there are many more.

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Social Selling Face-to-face Inbound Sales Leadership 196

Understanding the Sales Force

JANUARY 25, 2012

Whether it's incoming leads from Blogs, researching and requesting introductions on LinkedIn, or simply finding the target audience from a Google search, salespeople are using these tools to connect more and more often. Today, more salespeople are using the Social Network to find opportunities.

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Cold Calling Real Estate Insurance Insurance 240

Understanding the Sales Force

JULY 20, 2014

I posed that very question to Google search and none of the results that appeared on the first page answered my question. Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired?

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Hiring Real Estate Incentives Incentive 240

Understanding the Sales Force

MARCH 14, 2014

I write so much about sales Commitment that a Google search for my articles with commitment turned up 33,500 results! If you want them to change, and they don''t agree that it''s necessary or that these new skills are important for their success, nothing changes. Attend the EcSell Sales Coaching Summit on April 15 in Charlotte NC!

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Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

SEPTEMBER 10, 2014

If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Calendar - If you use Google Calendar, then your calendar can sync across all of your devices too by using the IPad and IPhone application, Calendars, by Readdle. Creepy, right? As with Wunderlist, you''ll always know.

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Understanding the Sales Force

AUGUST 25, 2021

I performed a google search and found exactly one image of a toad on a window. Please understand that the dirty window and sill are not mine - I found the image via a Google search. I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze.

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Meeting Google Exact Data 380

Understanding the Sales Force

AUGUST 20, 2012

Calendar - Google Calendar - It's on my desktop and laptop, it syncs seamlessly with my Android phone, and there is a terrific 3rd party app called Calendars for use on iPhone and iPad. Contacts - I still maintain my contacts in Outlook and on my Android device so by default, in Google contacts too. SalesForce.com?

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LandSlide Lead Gen Google Hubspot 205

Understanding the Sales Force

FEBRUARY 25, 2013

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.

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Study Compensation Survey Influencer 175

Understanding the Sales Force

FEBRUARY 25, 2013

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

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Study Compensation Survey Influencer 180