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Sales Assessments, More Like Guitar Manufacturers or Ripped-Off Products?

Understanding the Sales Force

In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. This is gonna be fun! These four cars were exactly the same, with the brand logos being the only differentiators.

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Two Selling Strategies That are More Effective Than Facts and Figures

Understanding the Sales Force

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He's at college now, where as of today, baseball is on hold - again - still - because of COVID-19.

Strategy 343
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Combining Goal Setting with Sales Competencies

Understanding the Sales Force

Kurlan is best known for the Baseline Selling sales process and methodology I introduced in 2005 and I’ll be driving many updates to the look, feel, content and delivery methods of Baseline Selling. I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates.

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GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk

Sales Hacker

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

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When the CMO Is the CEO Successor

SBI Growth

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

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The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

I read one by Seth Godin , became an early subscriber, and in 2005, became one of the very first sales experts to Blog. Most of the people I invited to join my network didn't have LinkedIn accounts yet. You can follow me at linkedin.com/in/davekurlan. Do you remember reading your first Blog article?

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7 Powerful Exercises to Up Your Sales to the Next Level

Understanding the Sales Force

Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.".

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