Search Results
-
Seth Godin – Sales Expert or Marketing Genius?
- June 16, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When prospects attempt to determine who they should buy from and what exactly they should buy, it usually requires more than a phone call and a proposal.
-
My Turnover’s Bigger Than Your Turnover
- June 21, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They both share the same belief in the importance of a consultative approach to selling, have a sales process, and not being order takers. They both have capable sales management. They both pay well, above the industry norm. PM turned over only 2 of 16 salespeople last year while GP turned over 5 of 12. Why such a difference?