Salesforce

  • Management’s Guide to the Top 10 Differences Between Sales Winners and Losers

    • October 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

    This post is the sales management version of the article referenced above.

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  • The Sales Assessment as Crystal Ball

    • October 16, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Not all sales assessments are created equal.

    That’s an understatement.

    Yet it’s when a client pushes back – not when they look at the recommendation or prediction and accept it – that we get an opportunity to bring our sales assessment to life.

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