sales culture
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When Should You Use a Telemarketing Firm to Schedule Sales Calls?
- July 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do:
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Time and Territory Management for Salespeople
- October 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Aside from requests for Motivational training, Time and Territory management training is one of the most inappropriate requests I receive each week. And I’ve been getting requests like that for more than 25 years!
Time and Territory management is what sales managers and VP’s ask for when they:
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Sales Management – Eagerness vs. Resistance
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show. I was trying to understand what we talked about that resonated so well with listeners.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up