Search Results
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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
- Category: 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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Breaking News – More Salespeople Suck Than Ever Before (and Why)
- February 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople always seem to get a bad rap and obviously that’s bad for business. But it’s always been that way and nobody has made a very big deal about it, so what has changed?
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Sales Coaching and the Challenges of Different Types of Salespeople
- February 8, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently a reader directed me to a video on the Harvard Business Review site. They rarely have accurate, relevant sales-specific information there, so I clicked over with great anticipation.
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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
- Category: 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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Very Alarmed Over the Latest Data on Sales Forces
- September 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and was at 195 at the beginning of this week. In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out.
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The Phony Baloney Sales Superstar
- April 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was in the car when the call was forwarded to my cell phone. I didn’t recognize the caller and his first statement was, “I have some questions about Objective Management Group (OMG).” Very Dry. Very Abrasive.
I was thinking detective, maybe researcher. I asked, “What kind of questions?” Keep in mind that he hadn’t said hello, introduced himself, or explained why he was calling so I was wondering what this was about.
He said, “I took one of your assessments and it prevented me from getting a job. Is this based on the Myers-Briggs?”
I calmly explained that Myers-Briggs was a personality assessment that reported on 16 dimensions of personality but the OMG assessment he took was sales specific and looked at 21 Sales Core Competencies.
He told me he had problems with the Myers-Briggs preventing him from getting a job once before so it must be based on that. He repeated that it prevented him from getting this job so I asked what led him to that conclusion. His answers will blow your mind!
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The 21 New Sales Core Competencies for Modern Selling
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you name 10 Core Competencies of a great salesperson? Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult!
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The 21 New Sales Core Competencies for Modern Selling
- July 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you name 10 Core Competencies of a great salesperson? Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult!
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Comparison of Sales, Personality and Behavioral Styles Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is my article series on sales assessments. There are some incredible, demystifying, myth-busting exposes in the following articles. Enjoy!
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Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles: