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Show Notes
Unlocking Sales Success with Dave Kurlan!
Get ready for an insightful conversation with Dave Kurlan, a true pioneer in the sales development industry. Founder of Objective Management Group and CEO of Kurlan & Associates, Inc., Dave brings decades of expertise to the table as a top-rated speaker, best-selling author, and successful entrepreneur.
From the importance of sales culture to effective training and building relationships with prospects, this episode covers it all. Tune in now and unlock your sales potential with Dave Kurlan!
Episode Highlights
“Most companies don't understand that in the absence of value, it's a race to the bottom. And you're going to be working off of the crumbs left over by the companies that understand that the number one thing you've got to do.” - John Rankins
“Your problems are never closing skills and never negotiating skills. Those are just symptoms of some problem going on earlier in the sales process that your sales team is screwing up really badly.” - Dave Kurlan
“I kind of want to get a sense for where the major issue is and work from that point backwards. Everybody thinks it's about closing but it's never really that.” - John Rankins
(09:47) - Dave's Sales Journey and Goal Setting
(11:15) - Recruiting, Training, and Retaining a Sales Force
(15:25) - Key Factors in Selecting Salespeople
(18:28) - Hiring Salespeople in B2B
(20:02) - What Tech Giants Lack Today
(27:55) - The Difference of “Can Sell” and “Will Sell”
(28:32) - Best Practices for Hiring The Best Talent
(33:19) - Advice for Sales Trainers
(34:27) - Importance of Urgency in Sales
(41:27) - B2B’s Biggest Challenges When Growing a Sales Team
(52:27) - Sales is Service
(58:28) - Sales Systems and Automation
Website: https://www.kurlanassociates.com/
X: https://twitter.com/kurlanassoc?lang=en
LinkedIn: https://www.linkedin.com/in/davekurlan/
Connect with John Rankins
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/