Magazine Prospecting Sales 
Understanding the Sales Force
MAY 30, 2013
Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." Isn''t this a prospecting call?
SBI
FEBRUARY 21, 2019
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. Each quarter we summarized their answers in this easy to read magazine.
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No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.
Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.
Understanding the Sales Force
APRIL 8, 2013
Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.
SBI
NOVEMBER 6, 2018
Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. In this quarterly magazine , in a glance, you can see how 10 executives answered that question. Pretty cool, right? Net it out.
Mereo
NOVEMBER 2, 2020
Thus, when a seller does not patiently and thoughtfully walk the buyer journey with their prospects, a pain is never identified or realized. Let us take a moment to not focus outward on your prospects’ and buyers’ own harmful status quos and instead own our status quos holding us back in the sales world.
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