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Top Salespeople are 8600% Better at This Than Weak Salespeople
- January 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You’re not supposed to mix alcohol and medication, which isn’t an issue for me because I don’t drink and I avoid medication. But those aren’t the only two things you’re not supposed to mix. You’re not supposed to use mixed
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Sitcoms, Sales Process, Sales Assessments and Sales Competencies
- January 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If I created a list of the top sitcoms of all time, I could end up with a list that includes the following shows:
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Top Recommended Personality Assessments for Sales
- January 9, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, “Is this for real?”
The first article was the
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Can Malcom Gladwell Explain the Sales Hiring Problem?
- January 4, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform. After reading Malcom Gladwell’s book, Talking
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The Latest Perspective on My Most Popular Article on Selling
- December 20, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.
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The Top 10 Sales and Sales Leadership Articles of 2022
- December 12, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each week we can read multiple lists of the top new movies and TV shows to stream at home. Lists of the Top SUV’s, Sedans, and Coupes are also prevalent right now. And of course, as we move ever closer
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The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting
- December 6, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You’re driving down the highway and you approach a road sign which says Chicago (South), Green Bay (North). Smart people know that taking the appropriate exit puts you on the road TO one of those cities and that you are
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“Spirited” Has So Much in Common with Most Salespeople
- November 29, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week we watched Spirited, the new Apple TV Plus take on the old Charles Dickens novel, A Christmas Carol. In this lighthearted film, Will Ferrell is the Ghost of Christmas Present and Ryan Reynolds is the 2022 version of
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5 Reasons Sales Teams Underperform Like My Old Wiper Blades
- November 17, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn’t see the road properly when it was raining. It presented
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The Wall Street Journal Shares News About What it Takes to Succeed in Sales
- November 14, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Brad Bolino emailed me a link from a recent Wall Street Journal article titled, “Millennials are Changing What it Means to be Successful in Sales.”
I read the article three times to make sure I wasn’t rushing to