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Which Sales Book is a Must Read? Summer Sales Reading List 2015
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
My best-selling book, Baseline Selling, was named a Best Summer Read for 2015.
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Sales Enablement Thought Leader Interview: Dave Kurlan
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
This short interview with Dave Kurlan about sales enablement on the B2B Community Blog.
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Stop Using Low Price as a Sales Crutch
- May 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
The Selling Power Blog featured this article of mine on How to Stop Using Price as a Selling Crutch.
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Chris Cagle – Great Example of Intangibles in Sales
- May 18, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
You probably heard that BB King, the King of the Blues, died last week. My wife and I met him after a performance in 2007 and the meeting inspired this article on work ethic. Last week, on a flight from Dallas to Boston, I was sitting next to Country Music star Chris Cagle, who told me all about his new business. You just have to read his story and the great example of intangibles at work.
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Dave Kurlan named to the list of The Top 100 Most Innovative Sales Bloggers (That Will Help You Shatter Your Sales Goals)
- April 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
If you’ve come looking for the most practical, insightful and educational sales bloggers, you’ve come to the right place. Here are the 100 best sales bloggers online today. As you can imagine, there’s no shortage of high-quality sales blogs on the web. But we decided to take the absolute best of the best and present them to you in one definitive list.
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Dave Kurlan featured on the cover of April 2015 Top Sales Magazine
- April 21, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
I call Dave Kurlan “Ice-Berg Man” which has nothing to do with his disposition or personality, because actually he has a very warm and engaging personality. It is simply because what you see and hear is just the tip of his vast knowledge of the sales industry, and it is why he is one the top sales experts in the world. I have never shared that nickname with him, but he was bound to find out one day…!
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Top Sales Academy – Mastering the Art of Sales Coaching
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Top Sales Academy Webinar
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The Changing Role of Leads and Leads Follow Up
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
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Today’s Sales Managers
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on ESR
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Short Window of Opportunity with Sr. Executives
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
This month I’ll focus on timing, specifically, the short window of opportunity that exists with most senior level executives. Your window of opportunity remains available only while you are in front of that person. As soon as you leave, your prospect is on to the next burning issue and you become out of sight and out of mind. Getting that prospect’s attention a second time becomes much more challenging and, in many cases, impossible. To succeed with this prospect, you must quickly get his attention and cover enough ground in the first meeting to get a commitment to work together. This actually shortens the sales cycle in what is typically viewed as a very long sell cycle.