selling to big companies
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Great Selling Lessons in The Martian – But Should You See the Movie?
- October 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was with great anticipation, but limited expectations, that we went to see The Martian this weekend. Not only was it the first book that I read where the movie was even better than the book, but there were some great, important lessons on selling to large organizations too!
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Top 10 Reasons Why it’s Hard for Salespeople to Land BIG ONES
- November 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll be the first to admit that selling to big companies can take much longer, may include many starts and stops, musical chairs, committees, task forces, layers of management and additional competition. But beyond those considerable annoyances, what makes it so difficult?
I’ll offer my thoughts and you can feel free to add your own:
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Best Sales Strategy For Your Company
- May 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What would you do if one of your sales reps called at 5 PM on a Friday, the last day of the month, on the final day of a bad quarter and said, “Good News – I closed ___________!”(insert any huge company here)
You’d get excited, your heart would beat a little faster, you’d feel relieved because things seem to be turning around, and you’re thinking, “This is good, damn it.”
