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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article.
As my regular readers know, my son is a baseball player – a rising college senior (as of the summer
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How to Easily Motivate and Incentivize Sales Pipeline Building
- June 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy,
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Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople
- June 12, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn’t that a great analogy for what happens when you miss, or skip a crucial step
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The Problem with Self-Directed Sales Training and its Role in Developing Salespeople
- June 8, 2023
- Posted by: Dave Kurlan
- Category: 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
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Sometimes The Biggest Sales Problems Have the Simplest Solutions
- May 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example:
For decades, I could not drive for much longer than two to two and a half hours before my
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Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers
- May 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My wife and I were on a Mother’s Day walk when we saw something I had never seen before. I should have snapped a picture but I didn’t, and could not find a single picture on the internet that captured
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Grow Revenue During a Recession by Being Counter-Intuitive
- May 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…All the requirements have been met.
We have already seen these factors occur across the board:
- Low QoQ GDP.
- High interest rates.
- Massive layoffs.
- Inflation.
- Stock Market down.
- Cost-cutting.
We are now seeing these events in sales organizations:
- Missed forecasts.
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Did You Know That You Have Woodpeckers on Your Sales Team?
- May 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, “What did that?”
“Woodpecker,” he said.
On one side of the tree we had this perfectly cut, huge
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Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct
- April 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Our son’s college baseball season is winding down and we think they’ll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do
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The Powerful Similarity Between Bad Baseball Teams and Most Sales Teams
- April 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son’s college baseball games. But this article isn’t only about normal, it’s also about the abnormal in both baseball