Decision Maker Magazine Prospecting Sales 
No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.
Babette Ten Haken
NOVEMBER 13, 2017
Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article.
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No More Cold Calling
JULY 27, 2023
Rachel, a sales VP at a large technology company, was frustrated with her sales team. She knew they relied almost exclusively on technology for generating sales leads. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Technology doesn’t close deals.
Understanding the Sales Force
OCTOBER 21, 2013
Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
Sales Hacker
JULY 17, 2020
Not only is call reluctance prevalent amongst the professional sales world, but it’s also scientifically proven to be caused by three main factors. The incomparable Dave Kurlan, the founder of Objective Management Group, has done amazing work in sales science. All of this is rooted in a desire to be liked by their prospect.
Understanding the Sales Force
JULY 10, 2012
Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.
Sales 2.0
JUNE 29, 2014
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. I literally wrote on a napkin.
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