Search Results
-
The Latest and Greatest in Sales Force Effectiveness
- April 24, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We have introduced our share of evaluation and assessment tools during the past 23 years, but this introduction was completely different. My team worked tirelessly for nearly an entire year on our latest gem and our Partners received it, with even more enthusiasm than we felt, when we completed the project just 48 hours earlier.
Why all the excitement?
-
3 Types of Salespeople – Which are Best at Growing Sales?
- July 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The pessimist complains about the prospect. The optimist expects him to buy. The realist adjusts the sales strategy.
Let’s look at these three points a little more closely, shall we?
-
Why Most Companies are Struggling to Grow Revenue
- April 25, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Dan Perry, writing at Sales Benchmark Index’s Sales Force Effectiveness Blog, wrote that “The single biggest problem with sales today is sales reps are mismatched to the buyer. They think like a sales rep and not like a buyer.”
Well, Dan, I don’t agree and I have the statistics to back me up.