Article Reference Sales 
Understanding the Sales Force
OCTOBER 9, 2024
Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.
Understanding the Sales Force
JUNE 27, 2023
Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.
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Understanding the Sales Force
OCTOBER 30, 2023
Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The post Two Keys for Successful Sales Presentations appeared first on Kurlan & Associates, Inc. Who cares other than me?
No More Cold Calling
APRIL 16, 2020
Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. They hear the word sales and think of the stereotypical used-car salesman. If they can’t help, they’ll refer someone who can. Read Joe’s article for more on “ Trust in the Time of COVID-19.” Their pipelines are recession-proof.
No More Cold Calling
JANUARY 27, 2022
The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.
No More Cold Calling
OCTOBER 4, 2018
Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. But due to some recent conversations and social media comments , and some crappy articles I’ve read about referral selling lately, I’m all fired up and ready to speak frankly. A sales lead generation technique like this easily expands.
Jeffrey Gitomer
MARCH 4, 2019
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? You do a memorable job in making the sale. You provide impeccable service after the sale. You provide impeccable service after the sale. Yes, if there is mutual trust.
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