How All Those Trucks on the Road Can Help You Stop Discounting

Understanding the Sales Force

Trucks and construction. Lots of construction. Dave Kurlan Consultative Selling closing discounting value selling We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Dave Kurlan Consultative Selling sales process closing tips selling skills

Top Sales Performers Remember to Spin Their Hats

Increase Sales

Consultant. Consultant. Consultative sales is a relatively new term to sales. New in that it has been around for the last three decades and is associated with Consultative Selling by Mack Hanan as well as SPIN Selling by Neil Rackham.

The Secret Sauce for Sales Success w/ John Barrows {Hey Salespeople Podcast}


Many in the sales community know John through the excellent sales advice he shares, but did you know that he began his sales career selling power tools? He learned about relationship selling at Xerox and has carried it with him ever since. For instance, if you want to sell to Walmart.

An Open Letter to Social Sellers Everywhere

Tony Hughes

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. or Social Selling is it's often missing the context of the coming Web 3.0

My Favorite Sales Books

Partners in Excellence

At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Perhaps, it’s because I’ve read so much about selling, that I’m looking for something “out of the envelope.”