sales training
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Top 10 Sales Management Functions
- November 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you have been reading my blog for any duration over the last 13 years, the list should not be much of a surprise.
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Sales Process – 5th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up
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Articles on Sales Training Impact
- September 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won’t work. The following articles deal with this topic:
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One Surprising Key to Selling Value
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Gary Harvey, my guest on this week’s episode of Meet the Sales Experts, has great advice for companies that are trying to avoid getting sucked into having the lowest price. His secret? Purchasing Agents have always told salespeople that they go with the lowest price. When he asks them why they do this, they always tell him the same thing. “Because it works on every other salesperson until we met you.”
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Sales Are Probably Down if You’re Doing These Three Things…
- June 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“When your market isn’t growing, it is not business as usual and holding your breath and hoping is not the right strategy.” This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren’t down.
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Top 6 Reasons Why Most Sales Training Doesn’t Work
- June 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.
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Put on Your Helmet – 3 Great Tips for Selling in This Economy
- June 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show! He was awesome.
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Sales Cycles and Time – Is it Running Out?
- June 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We are always focused on sales cycles. Are they optimized? Are they taking too long? Can they be improved? How many calls should they take? Are we doing things that make the sales cycle take longer than necessary? For example, the sales cycle can be shortened in direct proportion to how high your salespeople call in the company.