Sales Force

  • Hiring Salespeople is Like Baseball Expansion

    • September 15, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier today I was interviewed by Hank Walshak for a white paper on Sales Process, Sales Production and Sales Performance. As we discussed sales production – the concept that more salespeople equals more revenue, I explained dilution as it related to Baseball.

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  • Your Sales Force – Who is Playing on Your Team?

    • September 11, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn’t?  What happens to them psychologically, emotionally and even physically?

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  • Top 10 Reasons Why Opportunities Die

    • September 4, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve provided examples before of bringing seemingly lost opportunities back from the dead.  That may be the reason a client asked me to help bring one of his company’s deals back from what might be a near death experience.

    I’m not going to reveal the details of this opportunity (yet) but opportunities like this usually have some common themes.

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  • Obama and Friends On Stage – Implications for the Sales Force

    • August 28, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back to Denver. Why would those presentations close all of their prospects?

    It met all of the rules for a Baseline Selling presentation:

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  • The Sales Force and Similarities with Baseball

    • August 26, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Leah Rust, editor of EyesOnSales, interviewed me for another Podcast, this one on the similarities between baseball and sales. It runs for only 7:23.

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  • Sales Force Turnover and How to Deal with it

    • August 25, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Leah Rust, Editor at EyesOnSales.com, interviewed me about Turnover on the Sales Force back on August 18. The podcast highlights strategies that executives can actually use to solve their turnover problems. For those of you who are time challenged, this interviews runs less than 8 minutes!

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  • Bad Apples on the Sales Force – Sales or Sanity?

    • August 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Chubby, we hardly know you, and until we do, we’ll use your invaluable comments and insights to crusade for functionality and sanity on sales forces around the world.

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