Inc. Magazine
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A Rare Paragraph or Two About Making Successful Sales Presentations
- July 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When everyone presents, salespeople and companies are perceived as commodities and the sale is driven by price. When salespeople take a customer-focused, consultative approach and actually become the value added, salespeople and companies are able to effectively differentiate, solve problems, and get paid accordingly.
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Inc Magazine Gets it Wrong on Consultative Selling
- April 8, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Inc. Magazine ran an article on its website that I just can’t ignore. It’s making my blood boil.
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Sales Advice Hits the Spot in April Inc. Magazine
- April 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here’s one quote I liked from the director of supplier diversity from UPS:
“People will say, ‘I’ve got this really exciting proposal I want you to look at.’ I’ll say, ‘send it to me.’ Then they send it to me by FedEx. It happens every day. Just be smart. Know the company you are pitching to and know their likes and dislikes. You get such brownie points with me when you come in with a UPS envelope and have an account all set up. It’s just the little things like that, the icing on the cake.”