selling
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The Latest Fiction for the Sales Force – No More Hunters and Farmers
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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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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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!
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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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Public Speaking Simplified
- August 4, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I would guess that the only thing that is more common than an underperforming sales force is the discomfort that people have before they speak. And I’m not even talking about speaking in front of an audience. This discomfort can even manifest when presenting to one intimidating individual!
Speaking doesn’t have to be so difficult, especially when you are talking about what you know – your own area of expertise. Just follow my simple rules and you’ll be awesome!
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Teaching Sales in School is Like Learning to Golf on the Wii
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The article, “Can College Teach You to Sell?”, has its pros and cons. Let’s start with the good stuff.
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Sales Force Lessons from Gates, Crowley and Obama
- July 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting?
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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2 Things Race Car Driving Has in Common with Selling
- July 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver! How many people do you suppose there are that can take claim to both of those professions?