Search Results
-
The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money
- September 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process:
-
Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!
-
Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
It’s in 3D – Dinger the Dog and his choice of Doors
The Magic of Weather AppsI’ve written about Dinger, our six-year-old Golden Doodle, several times. The most popular article was when I claimed and proved that Dinger’s listening skills were better than those of salespeople.
-
Do You Know the Accurate Reason Why a Salesperson Is Not Performing?
- April 20, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How quickly can you determine why a salesperson is failing?
Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we’re out playing catch and I point to a ball and say, “there it is” or “right there” or “get it” he just can’t seem to find it! Dinger has good listening skills but his ability to see the obvious isn’t very good.
Such was the case earlier this week when a surprised client wanted an explanation for why one of their salespeople, who does not perform very well, scored well on his evaluation. “How can someone who is not my top performer score better than someone who is my top performer?”
That sounded like a challenge so I said, “Let’s go!”
-
Top Sales Videos and Rants From Dave Kurlan
- March 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection presented below, most are rants so the rants are much more popular. The most-watched (I have added to the list so there are more than 10 now!) videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk. All but three of the videos are three-minutes or less, one is six-minutes, one is ten-minutes and one is eight-minutes. Topics include:
-
The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%
- March 3, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I found Dinger with his nose glued to my front bumper where some of the deer’s hair was still attached to my car. Dinger, who loves to bark at deer from the safety of our home, seemed to be saying, “Ohhhh, so THIS is what a deer smells like!”
The exact same thing happened to a salesperson I was training. It wasn’t a deer or a dog, it was about Jim’s sales aha moment.
His team was asked to send me an email with their five biggest lessons from their first six months of training. Among Jim’s top five was this one:
-
Nothing Beats This One Tool When You Can’t Sell Face to Face
- August 19, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are some misguided selling strategies that can be undone and in today’s article we’ll discuss the benefits of the single tool that is the real deal and a huge difference maker.
-
Two Selling Strategies That are More Effective Than Facts and Figures
- January 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most of my articles begin with a Story and despite not writing about story telling very often, it is a very important part of selling.
-
Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles – Part 3)
- January 26, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob is up to his old tricks. If you don’t know who Bob is, you can learn about his sales misadventures in this article on not properly selling a trial, and this article about not selling value. Both articles are of the must-read variety.
So what did Bob do to piss me off this week?
-
My Dog Has Better Listening Skills Than Most Salespeople and I’ll Prove It
- December 10, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Prospects don’t pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren’t the only ones who don’t listen. Salespeople don’t listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for. Don’t believe me? I’ll prove it in the video below.
- 1
- 2
