relationship based selling

  • What Relationship Builders Do Better Than All Other Salespeople

    • September 5, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    relationship building

    Last week, I posted an article on the Impact of Relationship Building Challenges in Sales.  The article explored what happens to salespeople who are skilled at selling, but aren’t very good at building relationships, as well as those who are great at building relationships, but aren’t very skilled at selling.  While there were some terrific insights, the one thing that was missing from the article was what great relationship builders do that everyone else fails to do.

    Also last week, we celebrated the life of my best friend and longtime business partner, Matt Hogan, who passed away on Friday, August 25.  Today’s article will pay tribute to Matt, the best relationship builder I have ever known, I’ll share the 10 things Matt did to build strong, lasting relationships, as well as ten things I learned from Matt.

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  • My Top 21 Keys to Help Your Sales Force Dominate Today

    • July 8, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you have salespeople who are busy, but struggling to succeed?  Do you have salespeople who are putting in long hours, but don’t generate enough business in relation to the time invested?  Do you have salespeople who find enough opportunities, but struggle to get them closed?  In my experience, there isn’t a correlation between busy and successful.  Oh sure, successful salespeople may be busy and busy salespeople might be successful, but one being true does not necessarily mean that the other is true as well. 

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