Understanding the Sales Force

SEPTEMBER 4, 2014

Understanding the Sales Force by Dave Kurlan. While the majority of the 1,200 articles that I have written and posted on this blog in the past 8 years are about the sales force, sales management, sales leadership and sales recruiting, I write about selling more than I ever expected to.

Sales 83

Sales Up-sell Sell Process 83

Understanding the Sales Force

AUGUST 18, 2014

Understanding the Sales Force by Dave Kurlan. My sudden inability to comprehend what was taking place is what happens when your mind is elsewhere. I wrote about becoming emotional last week in this very popular article , The Top 5 Mistakes Salespeople Make When Under Pressure.

Sell 78

Sell Up-sell Prospecting Sales 78

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset.

Sales 130

Sales Start-ups Up-sell Cross-sell 130