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Dave Kurlan

Finally!  Science Reveals the Actual Impact of Sales Coaching

Dave Kurlan - 7 September 2018

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople … [Read more...] about Finally!  Science Reveals the Actual Impact of Sales Coaching

Do the Best Sales Managers Have the Best Salespeople?

Dave Kurlan - 27 August 2018

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people.  What happens when … [Read more...] about Do the Best Sales Managers Have the Best Salespeople?

New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Dave Kurlan - 20 August 2018

How effective are salespeople when it comes to creating urgency?  I'm not talking about salespeople who create urgency by telling their prospects … [Read more...] about New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Dave Kurlan - 14 August 2018

… [Read more...] about Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Dave Kurlan - 7 August 2018

My latest data mining project reveals that the answer to this question is a partial correlation.   Check out the two tables below and you'll … [Read more...] about Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Elite Salespeople are 200% Better in These 3 Sales Competencies

Dave Kurlan - 23 July 2018

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their … [Read more...] about Elite Salespeople are 200% Better in These 3 Sales Competencies

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