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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert.
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
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Posted by Dave Kurlan on Tue, Dec 11, 2012 @ 02:42 PM
© 2013 Dave Kurlan - Understanding the Sales Force