Sales DNA

  • Science and the Length of Your Sales Cycle

    • October 9, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A really important factor is exactly what salespeople actually believe – what they think – relative to the sales cycle.  Read some of the beliefs that this sales force had around the sales cycle:

    Those two factors alone are enough to double the length of a sales cycle!  There are still 9 more factors that have an impact; however, just from what we’ve discussed and reviewed so far, it’s obvious that this company’s sales cycle is M-U-C-H longer than it needs to be.

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  • Get Your Sales Force to Perform Magic and Make Sales Appear!

    • January 5, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We don’t talk about it much but sales has a lot of magic to it.

    We disguise the magic and call it art, but when people are unable to describe how it actually works it must be magic.  Want an example?

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