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Increase in Social Selling Yields No Improvement in KPI’s
- November 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For all the attention that these sites get, for all the salespeople who now spend their evenings perfecting their profile, adding people to their networks and asking for introductions, what hasn’t changed for the better are these key metrics:
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How Four Variations Influence Sales and the Way People Make Decisions
- January 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My regular readers know that I fall on the side of science, but the other three types of commenters feel so strongly about their positions that you would think they were talking science too. It’s great when many people chime in with their comments. That’s the beauty of a discussion forum or Blog – everyone gets to participate and weigh in. But in the case of a question where its author expects an answer based on science, it becomes more difficult to separate opinions from experiences, gut instincts and facts. Regardless of the type of comment offered, they all believe their comments to be factual.
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Sales 2.0 – The Answer to our Prayers or a Costly Distraction?
- May 5, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s take a look at this phenomenon from another perspective. Sales 2.0 is simply a high-tech, 21st Century version of the low-tech, 20th Century method for approaching, engaging and getting in front of prospects. You know what I’m referring to:
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