Learn more about my work with sales teams in Asia.
April 2009 in Korea
August 2009 in Shanghai
December 2010 Kuala Lumpur
March 2011 Singapore
Let me begin by inviting you to dowload this case study on a technology company which you might find to be an extremely interesting way to learn more about the power of what we do here at Kurlan and Associates.
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The following is a guest post by Carole Mahoney one of the best in the business at helping companies utilize social media. Recently at the Inbound Marketing Summit in Boston I asked Carole if she would write a post that would help sales people utilize twitter. Thanks to Carole for this first of two articles. Enjoy:
At the 2011 HUGS Conference in Boston last week Brian Halligan the CEO of Hubspot made that statement “cold calling was unethical”. Now to be perfectly fair to Brian that statement was made during a Q and A session at lunch and he might have simply grabbed the wrong word as he spoke spontaneously. On the other hand he may have been trying to polarize a little (not that I mind since I have been known to do that myself) but the statement got me thinking none the less.
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We had an interesting discussion today in our office related to how we could better help one of our clients. For a long time we have emphasized the fact that we are not a "sales training" company - we have a much broader focus that involves looking at every aspect of a sales organization. Sometimes, usually in fact, that involves training sales people to overcome weaknesses and implement better skills and techniques. BUT - that is not always a step that happens immediately or as early in the process as some clients might like.
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When we first entered into this mess about one or some say as early as two years ago, there were many salespeople that were not used to tough conditions. Those that are still selling have gained some valuable experience and when things eventually start moving this perspective should make them more effective.
Stalingrad 1942 - one of the bloodiest battles in modern history began as the Russian forces in that city fought back against the German onslaught. The siege soon turned to street fighting and as the harsh Russian winter approached and the depleted Russian troops felt they were losing ground a new form of fighting emerged - the Russians turned to the sniper. The role of the snipers in the battle for Stalingrad is legendary - in fact movies like "enemies at the gates" depicted the crucial role they played in holding off the German advance until reinforcements could arrive.
© 2014 Dave Kurlan - Understanding the Sales Force