Dave Kurlan
-
Five Great Lessons That Apply to Every Company That Hires Salespeople
- November 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine – which is essentially the same as it felt to
-
Can Salespeople Really Double Their Revenue by Solving This One Challenge?
- October 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ve written about our son around 30 times over the past 10 years and in those articles where I mentioned sports, the sport was always baseball. For the last three years, his fall sport has been cross-country and in the
-
Part 4 – The Real Story Behind the Sales Selection Fiasco
- October 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The 2016 MLB playoffs are in full swing, so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting – at bats in pressure situations that usually
-
Price Quotes and the Inability of Salespeople to Sell Value
- October 19, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I was training a sales force to sell value – an absolutely revolutionary concept – when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why
-
Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
- October 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In
-
Great Selling Lessons in The Martian – But Should You See the Movie?
- October 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most of the great books I read are disappointing, at best, when they become movies. The Davinci Code, Gone Girl, Absolute Power, Lone Survivor, Hunger Games, The Girl with the Dragon Tatoo, The Lincoln Lawyer, 127 Hours, and Heaven is
-
Sales Selection Case History – The Fix for This Insanity Works 99% of the Time
- October 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn’t you want to use it? Heck, you would want to look into that thing
-
Sales Slumps – What Causes Them and How to Fix Them
- September 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…During the course of a baseball season, both hitters and pitchers fall into slumps. In basketball, players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps.
-
Why Prospects Won’t Talk with You and How to Fix it
- September 24, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you put steaks and burgers on the grill before it was hot? Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches? Would a runner sprint without stretching? If
-
The Secret to Coaching Salespeople and Why It’s So Scary
- September 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have time to read only a single one of my articles this year, read this one on the great business disconnect that was published on LinkedIn. You won’t be sorry. And if you want to see just how