Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan’s Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. You can find Dave’s blog articles here.

  • 2 Selling Shortcuts That Will Always Work
    by Dave Kurlan on April 22, 2019 at 8:03 pm

    Do shortcuts work in sales? […]

  • The Voicemail Message with Everything but the Kitchen Sink
    by Dave Kurlan on April 18, 2019 at 10:11 pm

    This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink.  I don't recall listening to a voicemail that sounded like this before.  I don't think voicemails like this are effective.  I don't like voicemails like this. &nbs […]

  • Six Overlooked Factors When Hiring Salespeople
    by Dave Kurlan on April 11, 2019 at 6:05 pm

    This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?"  Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks.  But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere. […]

  • The 21-Day Solution for the Toughest Sales Weaknesses
    by Dave Kurlan on April 5, 2019 at 8:06 pm

    About a year ago, I wrote a very popular article called, Persistence Over Polish, where I discussed the competencies that the top 10% of all salespeople were better at than everyone else.  The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.  You should really take 2-minutes and read it.  Then, about a week ago, I wrote another popular article called, How the Rubber Band Sabotages Sales Performance.  That article discussed six competencies specific to Sales DNA and the impact those six have on performance when they appear as weaknesses.  At the end of last week's article, I promised to introduce a solution to you within a week and true to my promise, the solution follows. […]

  • How the Rubber Band Sabotages Sales Performance
    by Dave Kurlan on April 1, 2019 at 2:21 pm

    I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. […]

  • Are Salespeople Still Using the Hard Sell?
    by Dave Kurlan on March 27, 2019 at 1:36 pm

    When you hear a phrase like the hard sell, do you instantly think of car salespeople?  Insurance?  Replacement windows?  No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal.   After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.  Most salespeople have been trained to handle these objections and put-offs and therein lies the problem.  There are proper and effective ways to handle these, and there are improper and ineffective ways to handle these.  When you use the wrong approach it will appear to the prospect as if you are using the hard sell and their resistance will go up even further. Most salespeople think that the hard sell consists of arm-wrestling, hammering or pressuring their prospect.  While all three of those approaches are variations of the hard sell, most salespeople overcompensate so much that they wouldn't be caught dead using them.  Instead, salespeople are guilty of the hard sell when they aren't aware of it.  All it takes to be perceived of using the hard sell is to attempt any of the following ten things in response to a prospect's increased resistance: […]

  • The Power of Smart Differentiation in Sales
    by Dave Kurlan on March 19, 2019 at 10:35 am

    In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition.  On the heels of that article, one interesting theme from the emails I received was the importance of differentiation.  Some questioned whether I was exaggerating the importance of differentiation and I think that's a great topic for discussion! In order to weigh the benefits, let's look at the current political landscape. &nbs […]

  • One Question Provides Salespeople with Instant Feedback on How Well They Differentiated
    by Dave Kurlan on March 13, 2019 at 3:08 pm

    Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.  According to data from Objective Management Group (OMG) who has evaluated/assessed 1,843,105 salespeople, only 27% of all salespeople are strong qualifiers so it's likely that the majority are not asking. If you do ask a prospect about their decision-making process, you might hear about the steps they will take. If you ask about criteria, you might hear about the topics they'll consider when they make their decision. I'll take you through an example.&nbs […]

  • Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects
    by Dave Kurlan on March 10, 2019 at 9:45 pm

    They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know  you get these emails too.  I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn.  After you read his rant and related comments, please return to my article for a short tutorial on what's wrong with these emails and how to make them stickier. […]

  • Why Coaching Causes Some Sales Managers to Hold On for Dear Life
    by Dave Kurlan on March 4, 2019 at 10:00 am

    Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are several that don't follow through and fail to move the needle for their teams.  A few don't want to be coached.  A few don't think they need to be coached.  A few are too proud to be coached.  A couple are too mentally challenged to be coached. Avoidance aside, there are six scientifically proven reasons for their struggles and I'll share them with you here. […]