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Dave Kurlan

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30 points

May 7, 2012

Dave Kurlan and 6 other people answered this question

Can you get ROI from sales training acquired through RFP?

Hi Soumik,
With all due respect, relying on sales managers and salespeople to take it upon themselves to learn and distribute what they learn is naive. If you have built a culture to do that and it works I applaude you because I haven't seen ... more

Sales Enablement

Sales Management

Feb. 29, 2012

Dave Kurlan answered this question at this roundtable

Are You Already Behind On Your 2012 Sales Goals? [2/22 @ 11 am]

What are some different ways you keep morale high when the team is behind on goals?

I don't expect many to agree with this answer and my opinion can't be changed. Are you sure you want a team that's behind on goals to have high morale? They should all be quite upset with themselves, feeling the pressure and doing what it ... more

Lead Management

Feb. 1, 2012

Dave Kurlan and 7 other people answered this question

What are the most meaningless sales metrics you have seen?

You make a good point too Dave! Laziness and lack of comprehension are really bigger issues than the metrics. Most sales managers need help identifying the right ones to track and measure and usually because of those two things you mentioned. more

Sales Management

Jan. 23, 2012

Dave Kurlan and 3 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

What is your vision of the future of selling?

One change that is already taking place is the shift of sales forces from outside to inside. The efficiencies are incredible. It won't work in all industries but things are heading that way.
While decision making may or may not move up or down, it ... more

Lead Management

Jan. 23, 2012

Dave Kurlan and 2 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

If your company offers a trial to a service, how does marketing nurture that lead? The lead at that point may not be in a buying state.

It really depends on what the service is. On one hand, once the service is being tried out, they are both customer and prospect. Marketing would provide the kind of information they normally give to customers while sales nurtures the customer and works on the ... more

Lead Management

Jan. 23, 2012

Dave Kurlan and 4 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

How will technology continue to change the roll of the sales rep?

Technology won't so much change the role, as it will make sales reps more efficient. Sell and meet from the desktop rather than get on a plane or drive for 3 hours. Share samples, drawings, information live over the internet. Conduct a virtual sales call ... more

Lead Management

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