Analogies
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company
- September 11, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Understanding the Sales Force
There’s no time like the present to hire salespeople but your sales recruiting strategy must consider the ever changing ebb and flow of the candidate pool. This article explains the five keys to hiring ideal salespeople for your company and has lots of data to back it up.
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How Building a Stone Walkway Makes the Case for Sales Process
- August 16, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Process, Understanding the Sales Force
We can learn a lot about what happens when you skip steps in a sales process by looking at the work this stone crew is doing.
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My New Perspective on Sales Process and Methodology
- August 8, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Process, Understanding the Sales Force
We were at the Zoo when we came upon the monkey in the picture. He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey – but he was sitting on a basketball!
The monkey is following a traditional monkey methodology for hanging on, while being authentic, allowing his silly personality to come through, and getting people who were interacting with him to laugh.
We can even apply that approach to sales process and methodology!
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Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Dinger the Dog, Understanding the Sales Force
Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!
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The Keys To Retaining and Losing Your Customers
- July 10, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Customer Service as Sales, Understanding the Sales Force
It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. In the past few weeks, I have experienced all kinds of customer service, including service you would expect, service that would surprise you, and service that wouldn’t change your mind about anything.
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The Problem with Self-Directed Sales Training and its Role in Developing Salespeople
- June 8, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said “Lunch” at the end of the day, and I spent most of the morning displaying only slide #2 which could have been covered in 10 minutes. The spontaneous, robust discussion that broke out was not planned, but most importantly, it was not discouraged. To the contrary, it was strongly encouraged. The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides. Are slides bad?
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Sometimes The Biggest Sales Problems Have the Simplest Solutions
- May 30, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There are simple, easy, fast and powerful solutions for sales problems too. See my examples below.
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Grow Revenue During a Recession by Being Counter-Intuitive
- May 10, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
We know what doesn’t work in a recession.
The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. Who would have guessed that smart people wouldn’t see that coming?
You know what to do when dry weather conditions aren’t favorable for growing trees, flowers, and shrubs. You don’t pull the plants out of the ground or let them succumb to the dry conditions. You add water. It’s a very simple concept.
Can companies add water to grow revenue when the economic conditions are evaporating? Yes, but it’s counter-intuitive.
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Did You Know That You Have Woodpeckers on Your Sales Team?
- May 8, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There are plenty of things that could interfere with a salesperson’s ability to Hu or Farm and this article will discuss all of them.
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Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Pipeline and Forecast, Understanding the Sales Force
As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
It’s in 3D – Dinger the Dog and his choice of Doors
The Magic of Weather AppsI’ve written about Dinger, our six-year-old Golden Doodle, several times. The most popular article was when I claimed and proved that Dinger’s listening skills were better than those of salespeople.
