sales force development

  • Driving, Asking Questions, Inside Sales, and Sales Process with a Twist

    • September 8, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    “You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!

    “That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. Salespeople think someone will be killed – and they worry that it might be them!”

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  • The $9 Million Cold Call – Do Salespeople Still Sell That Way?

    • October 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Finding new opportunities is more important than ever, but there are alternative methods so that calls are more productive, less frustrating and more effective.

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  • Top 10 Ways to Increase Sales

    • October 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis.  Do you?

    There are as many answers to this question as there are politicians running for US President in 2012.  They include but aren’t limited to:

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  • Enough Already with all the Sales 2.0 Talk!

    • August 24, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today, some experts are making a business out of writing about and teaching only Sales 2.0.  The thing is that Sales 2.0 is not a new way to sell but it is similar to email and fax.

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  • Articles on Sales Training Impact

    • September 17, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won’t work.  The following articles deal with this topic:

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