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Frankie Valli and Jersey Boys Metaphor for Recession Worn Companies
- September 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is your company’s story memorable, riveting, powerful or relevant? How much adversity has your sales force overcome? How strong is their character? Are they so hell bent on success that they will truly do whatever it takes to succeed?
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Sales Prospecting on Steroids
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.
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The Latest Fiction for the Sales Force – No More Hunters and Farmers
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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You Have an 82% Chance of Making a Hiring Mistake When…
- September 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My guest on this week’s episode of Meet the Sales Experts was Ken Edmundson. We were talking about hiring when he he said that there is an 82% chance of making a hiring mistake when management does not know how their candidate is wired. He said it’s a mistake when they are fired, they quit, or they under achieve. He went on to say that you can’t hire without an interview and a background check and you can’t hire by only doing those two things.
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Top Producers, Top Salespeople, or Good Account Managers?
- August 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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Chinese Salespeople May be the Next Group to Outsell Your Salespeople
- August 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What are you going to do when, not only are you out priced, out sourced, out willed, out shipped, and out produced, but also out sold – by the Chinese?
That is the question posed by my Kurlan & Associates colleague, Frank Belzer, who is blogging from Shanghai, where he is spending the week training Asian companies in the art of sales management.
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Avoid Mistakes, Take Action, Overcome Resistance
- August 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Forbes Success Calendar for July 30, 2009 had the following quote:
“More people would learn from their mistakes if they weren’t so busy denying that they made them.” Anonymous
Great quote.
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Your Biggest Competitor to Making That Sale? Indecision
- August 21, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Business Insanity Radio
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!