Sales Education - New Events, Articles and Books

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Today's article has a collection of links to help you, your sales managers and your salespeople become more effective.

A new book by Adon Rigg, Insightful Selling, launched today. It's a nice collection of important reminders, tips and insights for all things sales. There are a few things that I especially appreciated about his book and you might too. There is a tremendous emphasis on using the Internet and especially LinkedIn. For those who aren't up to speed on how to incorporate these tools into their day-to-day selling, this is invaluable. Adon says that cold-calling is dead, and while it has become more challenging, I don't agree that it is quite dead yet. See this important article for more on the truth about cold-calling. The book provides some much needed assistance on how salespeople can more easily understand business finance! In my opinion, this is a no compromise skill that salespeople must possess if they wish to sell more consultatively and become partners and trusted advisors. Order the book today and receive dozens of free bonus gifts.

Seth Godin recently posted two articles that you should find helpful. Read this one about misunderstandings and this one about how prospects check you out.

EcSell Institute is hosting it's spring Sales Coaching Summit on April 10-12 in Austin, TX. This is a terrific event, I've spoken at it, and we like it so much that Objective Management Group is sponsoring it this year. I'll be speaking on April 11 and my topic is "Sales Force Intelligence - The 5 Most Important Answers". For more information and to register, click here.

If you can't make EcSell's Sales Coaching Summit in April, Kurlan & Associates is hosting its annual Sales Leadership Symposium on May 10-11 in Boston, MA. If you are interested in attending or sending a team to this event, please contact me by email.

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Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

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Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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