Analogies
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Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need
- April 4, 2016
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
I want to share 5 out of more than 100 important insights that they took away which apply equally to you too.
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How March Madness Applies to Salespeople and Your Sales Force
- March 18, 2016
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
You have a choice – be part of the elite 7%; be part of the strong 16% or be part of the crappy 77%.
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Is it OK if You Lose Customers Because of the Evolution of Your Product?
- January 11, 2016
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
One of the inevitable facts of selling is that the Law of Sales is much like the Law of Gravity. “What goes up must come down” loosely translates to “Who you sell will eventually go away.” The only question is whether that will be days, weeks, months, years or decades from now.
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Can Salespeople Really Double Their Revenue by Solving This One Challenge?
- October 28, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
While there are several sales analogies I could point to for this turn of events, there is one in particular that is crucial if your company sells more than one product or service.
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Did You Know That There is a Season for Hiring Salespeople?
- September 17, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Did you know that when it comes to hiring salespeople, there are also seasonal trends we know to be true ?
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Advanced Sales Hacks to Take Your Sales Game to the Next Level
- September 2, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
In mid-August, I hosted approximately 20 veteran sales experts at our office in the Boston area. They were there to spend two days with me, hone their skills, and get coached up – some more. Again. They come every year! And each year, we not only accomplish that, but we usually come up with something new for them to bring back and take for a drive. Today, I decided to share one of the things we worked on this year.
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Trust and Integrity in Selling May Not Be What You Think
- July 28, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
as far as salespeople go, the holy grail is the salesperson who is both likable and has high integrity. I believe there are significantly more salespeople in this sales category than the other three categories combined. This may surprise people who are not in the sales professions because while salespeople constantly fight the stereotype of the snake oil salesperson, more often than not, it’s the prospects who lack integrity. They withhold information, bluff, play games, mislead salespeople and outright lie.
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Bugged by the Difference Between Great and Lousy Salespeople
- July 21, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Yesterday, I noticed a large, furry, dead bug on the hood of my car. It seemed to be attached to the outer lip of the hood – like the edge of a cliff – right where the hood drops down to the grill. I got out of the car to remove the chunk of dead fur and I was shocked to see how wrong I was. It was dead all right, and it was furry. I’m not a tall person, so I wasn’t sitting high enough in the car to notice the distance between the bug and the lip of the hood, but my estimate was off by more than 2 feet! What I thought I saw was completely different from reality.
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Why I Was Kicked Out of a LinkedIn Sales Group
- July 8, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
I wrote an article on whether or not LinkedIn was a waste of time and as with the medical newsletters I read, my LinkedIn article resonated with a lot of people. But as with the medical mainstream, not everyone was happy with the article… In just the past week, I have already been blocked in one LinkedIn group and kicked out of another one!
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Keys to Selecting a Sales Training Company
- July 2, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
I can always tell when a Sales VP is worried about these things because they’ll start asking all of the wrong questions. They’ll want to know about agendas, content, slides, handouts, style, approach and timing. Instead they should be asking about results, solutions, and what they need to do to make it work!
