Search Results
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How Can a Simple Zero Derail a Sale or Deal?
- January 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I was coaching a very talented salesperson, one who is even better at getting deals closed. Yesterday, he closed a large deal when late in the day, and completely out of nowhere, he got the dreaded “we changed our mind” email. This is his story.
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Can These 5 Keys Determine the Fate of Cold Calling?
- January 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month’s issue is loaded with important reading on sales and selling.
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Social Selling – I’m a Proponent, Not a Detractor – Look at the Stats
- January 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The battle that I inadvertently started with this post moved here where it took on a life of its own. As of this writing, there were 36 comments, some more pointed than others. Gerhard Gschwandtner added this post to the ongoing discussion. Earlier this week, I wrote this post to address most of the confusion that’s out there. Yesterday, this post appeared on the Sales Thought Leaders Blog to add fuel to the fire.
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Leading a Sales Force is Even More Like Baseball
- November 6, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written plenty about the similarity betwen baseball and selling, but today I’m writing about the similarity between baseball and sales leadership. If you’re not a baseball person, you might not see the same things that I see, most of which can be applied to leading a sales force. For example,
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Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats
- November 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob Thompson left several comments on the article at the CustomerThink site. In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media. I think that’s a terrific idea, Bob, and while it’s much more difficult to isolate those statistics, I did the research and report on it here.
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Contractual Obligation is a Missing Link of Sales Success
- May 31, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
However, there is one area of sports for which there is no sales analogy. Say it isn’t so!
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Top 6 Keys to Closing Big, Difficult to Close Sales
- August 3, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If I think back on most of the big deals I have closed, helped others to close, or trained and coached others to close, there are several common themes we can discuss that you can incorporate into your sales and sales management world. For the purpose of this article, we will assume that the opportunities are actually closable, that your salespeople teed these deals up in an appropriate way, and that they didn’t have happy ears:
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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How to Get Salespeople to Stop Resisting Change
- March 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some Professional Sales Development Experts are adept at overcoming resistance. But sales managers not so much. Salespeople may resist:
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The Importance of Pride, Self-Esteem and Confidence in Sales
- January 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.
His top tips for success: