Search Results
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Top 6 Reasons Decision Makers Fail to Attend Your Meetings
- July 30, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My mind doesn’t work the same as most people. I always seem to find a sales analogy buried somewhere. Frank, who writes the Sales Archaeologist Blog, has that ability too.
Recently, at a picnic with my family, I took note of all the guests and couldn’t help but see the similarities between the picnic and selling to a group.
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Is Selling Difficult or Easy? It All Depends on Your Definitions
- April 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Difficult selling, with its challenges, gives way to easy-to-achieve outcomes. Easy selling, while avoiding challenges, causes difficult-to-achieve outcomes. See my definitions below…
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Westboro’s Kurlan & Associates Inc. partners with Swedish firm.
- January 24, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
Kurlan & Associates has partnered with Swedish firm Upstream, the makers of the Pipeline Management tool, Membrain.
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Top 16 Problems with CRM
- October 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll write about solving the CRM problem. CRM is very problematic, not because there aren’t choices, but more because companies make bad decisions. Just a few of the problems with CRM are listed here:
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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How Selling is Just Like Driving a Car
- June 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling. Those adjustments, in no particular order, include being sure that:
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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.
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Top 7 Things That Consultative Sellers Do
- November 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A small group of experts, especially those that lack this competency themselves, believe that using this competency for selling is manipulative and counters being customer-centric. They are as entitled to their opinion as I am to mine. But remember, you simply can’t argue with science, data and results.
So which competency am I referring to?
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Top 15 Questions That Prospects Ask Themselves
- September 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Two questions for you: Are your salespeople consciously aware of the 3 mindsets and two categories, and have you checked as to whether they have appropriate approaches for each?
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Top 8 Reasons Your Biggest Sale May Not be Your Best Sale
- July 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sometimes your biggest sale isn’t your best sale. When biggest isn’t best, sometimes it is because: