shorten the sales process

  • How the Right Questions Can Make up for Lack of Sales Experience

    • August 11, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Magic, racing and expectations are major factors in sales. We will discuss the role of each and how salespeople can be more consistent when they better understand those 3 factors and learn to manage them.

    read more

  • Top 10 Ways to Accelerate the Sales Process – The Need for Speed

    • January 28, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’ve heard the expression “Speed Kills”.

    All four scenarios lead to lousy sales outcomes.  The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed.  You can do that by:

    read more