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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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How to Maximize Your Ability to Sell Value
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
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The Power of Sales Process and CRM
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Kurlan-Membrain Webinar
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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.
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An Exercise to Help You Close More Sales
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
Try this exercise. It will immediately help you become more effective closing sales.
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Closing Urgency
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
Many sales professionals believe that closing is the act of asking for the business. They’re wrong. Asking for the business is simply the asking part. Closing is the getting it part. There are a number of events that can take place between the asking and the getting, most of which can delay or eliminate getting it part.
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Asking for the Business
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
My wife and I just returned home from a trip to Italy. In the walled city of Pisa, home of the leaning tower, we were repeatedly approached by an army of peddlers, offering great deals on counterfeit watches, handbags, belts and sunglasses. Most of their attempts to close were very transparent and ineffective.