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
MAY 19, 2014
Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. They ask for references. Some of your references won''t return the calls.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
No More Cold Calling
MAY 31, 2012
Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Read on, comment, and succeed through referrals: “Do your customers have a reason to refer you?
Zoominfo
JANUARY 21, 2019
Thus far, we’ve covered the most-read articles for sales professionals and recruiters. In the marketing world, brand storytelling refers to campaigns that use creative narratives to showcase a brand or product. Key Takeaways About Our Top Marketing Articles in 2018. 9 Great Examples of B2B Brand Storytelling.
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.
Understanding the Sales Force
JULY 20, 2012
Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.
Expert insights. Personalized for you.
352 
Let's personalize your content