Dave Kurlan's Blog has earned a medal for the Top Sales & Marketing Blog award three years running and this year this article earned Gold. Read more about Dave.
Subscribe on Kindle Email me
Top 30 on KindleTop 100 on Amazon
Best 50 Sales Top 10 Lists
Data and Research
On Sales Leadership
Comparing Salespeople to Children
Sales Training Impact
Top 10 Sales Competencies
Top 10 Sales Management Functions
Analogies for Boosting Sales
Hiring, Recruiting and Compensation
The Difference Between..
Music and Selling
Case Studies and Articles Debunked
Sales and Marketing
Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling.
I've read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions. Here are the ones which have earned my criticism:
Now That You Have a Sales Process, Never Mind Inc Magazine Gets it Wrong on Sales Prospecting Latest Research on Personality Assessments for Sales Selection Harvard Business Review Blog Off Target on Sales GreatnessInc Magazine Misses on 13 Traits of Successful SalespeopleInc Magazine Gets it Wrong on Consultative SellingSales Excellence Studies Propagate MediocrityMissing on the "Secrets to Developing Successful Sales Managers"Dan Pink Hits and Then Misses the New Key to Sales PerformanceAccenture CSO Insights – Sales Optimization StudyHarvard Business Review Revealing Study of Salespeople Makes NewsIDG and CEB Draw Conflicting Conclusions on Sales EffectivenessIf You Structure Your Sales Force Like the Big CompaniesCSO Insights - How Many Salespeople Made Quota in 2010?Harvard Business Review Hit and Then Missed the Mark on SalesHarvard Business Review Article on Sales Leaves Me with Mixed FeelingsHBR Blog – Worst Question for Salespeople to AskHBR Blog – Is Selling an Afterthought in Today’s Sales Model?HBR Blog – Post Gets Salespeople WrongHarvard Business Review – What Customers Expect From Your Salespeople and MoreSelling Power – Article Hits Then Misses the Mark on SalesSoftware Advice – Do Your Salespeople Have to Give Up Control to Their Prospects?The Numbers Don't Lie - Why Companies Suck at Hiring Salespeople
© Copyright Dave Kurlan All Rights Reserved
Posted by Dave Kurlan on Tue, Dec 11, 2012 @ 02:42 PM
Allowed tags: <a> link, <b> bold, <i> italics
© 2014 Dave Kurlan - Understanding the Sales Force