Case Study - Which Sales Approach is Really More Effective?
Understanding the Sales Force
OCTOBER 28, 2013
c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing.