HomeArticles by: Dave Kurlan

Dave Kurlan

  • How to End the Sales & Marketing Argument
    • May 11, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    coaching salespeople

    Republicans and Democrats argue all the time.  Fans of long-time rival sports teams argue too, regardless of whether the rivalry is at the high school, college or pro level.  Players argue with umpires, referees and judges.  Kids argue with their

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  • Do We Have Sales Compensation All Wrong?
    • May 6, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier this week, I posted an article that explored whether or not a salesperson should be punished for landing a big deal if that same salesperson had nothing else in the pipeline.  It generated some heated discussion in the comments

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  • Should a Salesperson be Punished after a Huge Sale?
    • May 4, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My wife and I watched with a combination of fascination, sadness and shock as the coach of our son’s 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after

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  • How Can Consultative Selling Already be Dead?
    • April 30, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In this article for Middle Market Executive,Tom Searcy insists that Consultative Selling is dead.  He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can

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  • Difference Between a Good Sales Email vs. Bad
    • April 27, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I received a request for help via email.  The reader asked if I could recommend a response to an email reply he received (at least he got a reply!).  The thing is, he deserved the reply he received

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  • What Committed Salespeople Do Differently
    • April 24, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This week we found ourselves sitting in camp chairs, bundled up in warm coats, wearing winter gloves and covered in blankets, to watch our son play on his Middle School baseball team.  The only thing this team could win is

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  • The Importance of Resiliency in Sales and Selling
    • April 22, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    The Importance of Resiliency in Sales and Selling

    We saw Paul Blart – Mall Cop 2 and laughed a grand total of twice.  It was inept comedy, a horrible sequel and a terrible movie.  Despite that, it was a great example of resiliency as Blart is continually rejected,

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  • The Phony Baloney Sales Superstar
    • April 20, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was in the car when the call was forwarded to my cell phone.  I didn’t recognize the caller and his first statement was, “I have some questions about Objective Management Group (OMG).”  Very Dry.  Very Abrasive.

    I was thinking

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  • 20 Lessons from a 10-Year Sales Blogger
    • April 16, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When my COO, John Pattison, had an excited look on his face, I thought he had a great new idea for a product enhancement.  Instead, he said, “Did you know that this week is the 10th Anniversary of your Blog?”  

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  • More Junk Sales Science in HBR Blog
    • April 14, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That’s right, they are all junk and junk is bad for you to

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