November 17th 2014
Baseline Selling. Dave Kurlan
Baseline Selling. Dave Kurlan. 2006. ISBN 1420895672. I discovered the author in notes in another sales book. The idea of comparing selling to a baseball game was intriguing as at Rocketbuilders we had kicked the game idea around several times in our explanations in sessions. As Kurlan points out getting to every base and then hoem is very much like the stages in a selling process. I appreciated his care in pointing out the need to identify the buyers process ( long before it became fashion able to do so.) He also gives credit to several other authors ( including Sharon Drew Morgan) in shaping his point of view. A very reasoned and readable book, I highly recommend it to those new to sales or if you want to sharpen up your teams execution. His Blog is well done . http://www.omghub.com/
- Are Your Salespeople Still Cold Calling? The Ugly Truth – By Dave Kurlan (sellingfearlessly.com)
- Study: 3 of 4 Sales Reps Have No Idea What They’re Doing (hubspot.com)
- Top 10 Steps Salespeople Can Take to Improve (sellingpower.com)
- Steps to Become a More Consultative Seller (sellingpower.com)
Similar Posts:
- Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.
- The Zero Turnover Sales Force. How to maximize revenue by keeping your sales team intact . Doug McLeod
- Gap Selling. Getting the customer to yes. Jim Keenan
- What Great Salespeople Do. The science of selling through emotional connection and the power of story. Michael Bosworth & Ben Zoldan
- Take the Cold out of Cold Calling. Web Search Secrets. Sam Richter
Category: Sales