Salesforce
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Customer Centric – 1st of the 10 Kurlan Sales Competencies for Building a Sales Culture
- October 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
#1 – IT’S NOT ABOUT YOU!
Believe it or not, there are a lot of people in sales who mistakenly believe that the world revolves around them. If my previous sentence said “show business” instead of “sales” it would make sense but this isn’t show business.
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Top 10 Sales Competencies
- October 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These aren’t the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?
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Why Some Lousy Salespeople Can’t Get Any Better
- September 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Chris Mott returned to Meet the Sales Experts this week and provided us with a show packed with good information.
We were discussing salespeople who don’t improve, aren’t motivated to do better and who resist training, development and coaching efforts of sales managers and outside experts. Chris said that much of this behavior is due to negative personal experiences that these salespeople had when being sold to by other, basically, horrible salespeople.
So I believe that as a result of this two things happen:
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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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Frankie Valli and Jersey Boys Metaphor for Recession Worn Companies
- September 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is your company’s story memorable, riveting, powerful or relevant? How much adversity has your sales force overcome? How strong is their character? Are they so hell bent on success that they will truly do whatever it takes to succeed?
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Chinese Salespeople May be the Next Group to Outsell Your Salespeople
- August 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What are you going to do when, not only are you out priced, out sourced, out willed, out shipped, and out produced, but also out sold – by the Chinese?
That is the question posed by my Kurlan & Associates colleague, Frank Belzer, who is blogging from Shanghai, where he is spending the week training Asian companies in the art of sales management.
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Avoid Mistakes, Take Action, Overcome Resistance
- August 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Forbes Success Calendar for July 30, 2009 had the following quote:
“More people would learn from their mistakes if they weren’t so busy denying that they made them.” Anonymous
Great quote.
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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Are Sales Tools the Solution?
- August 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When Sales tools are used properly, they become tremendous solutions, for example:
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Just How Important is Preparation to Sales?
- August 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was a theme on this week’s edition of Meet the Sales Experts. Whether he talked about the keys to success in the role of salesperson, sales manager, regional manager, Sales Director or VP of Sales, stressed the importance of over preparation. Currently the VP of Commercial Lines, Marketing and Sales at the Hanover Insurance Group, Jim provided keys, tips, examples, lists, and secrets for success at every level of a sales organization.