sales leadership

  • Sales Coaching – The Big Differentiator

    • December 2, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What’s the difference between great sales coaching and good sales coaching?

    Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That’s good sales coaching.

    read more

  • 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.

    read more