qualification
-
My Key to Building a Strong, Sustainable, Sales Pipeline
- April 16, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Building a strong, sustainable pipeline requires not only commitment and discipline from salespeople, it also requires commitment and discipline from their sales leaders who cannot allow them to give up, give in, or take short cuts. While excellence involves advanced sales training skills, extended practice sessions and coaching, the desire to improve is the most important element.
-
Deadly Negotiation Strategies – The Bob Chronicles Part 8
- March 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I asked Bob why he thought negotiations would be required and he told me that his prospect said they didn’t want to spend more than $50,000. You read that right. He knew they didn’t want to spend more than $50,000 and he proposed a solution for more than $1,000,000!