sales posturing

  • Are Your Salespeople Vendors, Partners or Trusted Advisors?

    • June 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now here is what you can do on your end.  Get your salespeople to stop referring to themselves as vendors and salespeople.  How far does that get them when attempting to differentiate from everyone else?

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  • Top 10 Reasons Consultative Sellers Outsell Everyone Else

    • October 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”?  And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?

    There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.

    So what do they do?  Here are the top ten things they do:

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