sales capabilities
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.
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How to Prevent Crashing and Burning in a Sales Presentation
- July 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So the increasingly difficult challenge for salespeople, even if they recognize it (and most don’t), is this: When they are invited in to present capabilities, they must compare it to driving into a dead-end alley. They must shift gears into reverse because if they push forward they will crash, burn, blow-up and die.