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Vote the Best Top Article on Sales and Sales Management
- December 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is a pretty exciting time for us. We reviewed 1,000 articles which I’ve posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. It was not quick, easy, fun or obvious. They aren’t necessarily the most viewed and they do not have the most inbound links. But we did pick fifteen of the more serious articles. Some are articles backed by science and some are assessment comparisons. Five are on selling and two are articles where I debunked other published articles. Missing are the articles with analogies, humor and comparisons to children, but other than that, it’s a nice cross-section.
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Kurlan & Associates Named to the Inc. 5000 for the 3rd Time.
- December 16, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the 3rd time, Inc. Magazine has named David Kurlan & Associates to the Inc. 5000 list of the fastest growing private companies in America.
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Sales & Marketing Management Magazine “What’s preventing your Sales Force From Over Achieving”
- December 16, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was featured in this month’s Sales & Marketing Magazine entitled, “What’s Preventing Your Sales Force From Over Achieving.”
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Top Kurlan Articles on Sales Coaching
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Coaching Salespeople
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Top Kurlan Articles Debunking Sales Studies and Articles
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions. Here are the ones which have earned my criticism:
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Top Kurlan Articles on Sales Process:
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Sales Process:
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Why Assessments Will Never Work for Some Companies
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time. Despite the availability of some terrific assessments, they won’t work for every company.
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Two Fantastic Examples of Addressing Sales Objections
- December 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you read these, ask yourself whether I’m taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling. Exactly 8 (including today) of the 985 articles, which I’ve posted to date mention politics or a politician. By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama. Can’t get any more balanced than that!
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Why Most Sales Training Doesn’t Work How Not to Sell – Issue #4
- December 1, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Magazine/Newspaper/Interviews
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Drivers and Your Salespeople Need to be Patient
- November 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In order to create urgency and accelerate the sales process, your salespeople actually must slow down their meetings. Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo. To make matters worse, your prospects want your salespeople to present and conduct demos. They want prices and proposals and your salespeople are too willing to oblige.