sales skills
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This is How Sales Managers Should Coach Their Salespeople
- March 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A salesperson told me he met with a customer that had taken their business to a competitor because of price. It sounded like they were getting what they were paying for:
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You Can Help Salespeople Burdened with Sales Weaknesses
- January 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sadly, most sales training and sales trainers are unable to help salespeople overcome these weaknesses because their focus is primarily the sales skills and methodology that they teach. That puts tremendous pressure on sales managers who are simply not equipped to help salespeople overcome things like:
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The Advantage that Focused Salespeople Have
- October 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Show me a focused salesperson – one who isn’t aware of what else is taking place in the office this very moment because he is so focused on getting his sales work completed; one who won’t stop to take a break until she makes all of the required calls; one who won’t go to sleep at night until all of the appropriate follow ups, responses, CRM updates, paperwork and details have been finished – and I’ll show you a good salesperson.
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10 Steps to Record-Breaking Sales Revenues
- June 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.
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The Secret – The Ancient Scrolls and its Impact on the Sales Force
- March 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.
Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:
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Former IBM Pro Lashes Out Over Sales Assessment
- February 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn’t know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.