Top Sales Article
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Combo Article Friday – Finding New Business and Sales
- January 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever.
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Top 10 Kurlan Sales Articles of 2013
- December 19, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Sales Traditions and Rituals – They’re Not Just for December
- December 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense of this, consider the many inside sales roles, demo-centric salespeople, and low-level, in-home salespeople. Many inside salespeople repeatedly read from the same script. Most demo-centric salespeople must cover all of the features and benefits. And many in-home salespeople perform a mini-show on every sales call.
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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!