sales opportunities

  • FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews

    • August 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I don’t really care whether or not you like, approve of, tolerate, or agree with President Trump and/or the issues he stands for.  Doesn’t matter to me.  And you shouldn’t care what I think of him or which side of that invisible center line I am on.  Shouldn’t matter to you.  While this is an article about coaching salespeople, I am going to use the current divisiveness as an analogy to help you better understand how sales leaders can have a huge impact on your salespeople.

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  • Golden Nuggets from the CSO Insights 2018 Sales Talent Study

    • October 25, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data.  I thought it might be interesting to take their data, overlay some of Objective Management Group’s (OMG) data, and see what we can take away from that.

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  • What True Story Does Your Sales Pipeline Tell You about Your Business?

    • November 5, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • Closing Sales, Process, Hauntings, Training & More

    • March 23, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Closing Sales, Process, Hauntings, Training & More

    Today I will explore the least-read articles I have ever written.  That’s right.  The least read.  It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!”  It’s actually not my worst writing.

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  • Top 6 Factors for Killing a Sales Opportunity or Prospect

    • March 30, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I hear this question a lot…”When should I move on?”

    You have left 6 messages and haven’t received a return call.

    You have a prospect and things were moving along pretty well and now you can’t get them back on the phone.

    Should you move on?

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