The top articles written by sales development expert Dave Kurlan may cause you to rethink the way you look at the sales organization. Read the best of the last three years.
Click here to Download Dave Kurlan's breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.
Current Posts | RSS Feed
Here's another post that uses a quote from our five-year old son. We're excited about the new school he'll be attending next year and when we asked him if he was excited he said, "Yeah, I'll have my own stapler!"
Who would have guessed it would come to staplers? We thought it might be the library, teachers, campus, new friends, new subjects or the science lab. But staplers?
Lesson: We can assume that we know why people will want what we have, but unless we take the time to ask the right questions and learn what their compelling reasons are, we have a great chance of being wrong.
Consequence: If we're wrong about the compelling reasons, we'll be wrong about the solution to present.
Action: Make sure your salespeople fully understand how to ask the right questions to get at compelling reasons.
(c) 2008 Dave Kurlan
Posted by Dave Kurlan on Sun, Feb 17, 2008 @ 10:04 PM
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.