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  • Kurlan & Associates named to the Inc. 5000 for 2008 & 2007

    • January 1, 2008
    • Posted by: Kurlan & Associates, Inc.
    • Category: Magazine/Newspaper/Interviews
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  • If Your Salespeople Can Spell They Can Sell

    • December 20, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I dropped off our son at school this morning and one of the girls was spelling the names of her parents.  A parent remarked that she didn’t think her own kid could spell the names of her parents.  Just then, a boy said, “I can’t spell my mom’s name but I know all the letters – K-I-M”.

    Salespeople are like that too. 

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  • Mentors for Salespeople – You Find Them Everywhere!

    • December 19, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Who has been a momentary mentor to you?  How many lasting impressions can you pass on to your salespeople?  What are some of them?

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  • How Shake Up Calls Improve Sales Performance

    • December 18, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let’s talk about your sales force.  Who needs to be shaken up?  What are you unhappy with?  When will you tell them?  Which approach will you take?  Will you address the issue sooner, or later? 

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  • What if Sales Forces Were Outsourced to China?

    • December 17, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Can you imagine if our sales forces were outsourced to China too?  Geez!

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  • Are You Giving it Away When Your Salespeople Don’t Ask the Right Questions?

    • December 16, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I posted a case history that very effectively illustrates exactly what happens when your salespeople don’t identify their prospect’s compelling reasons to buy and how costly that can be.  This article also explains how simple it would have been for the salesperson to identify the compelling reasons and profitably make the sale.

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  • What Do Effective Salespeople Have in Common with College Degrees?

    • December 12, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, John Miller, CEO of QBQ and the author of QBQ! and Flipping the Switch, sent out one of his frequent QBQ! Quick Notes and I asked his permission to reprint it here. It’s perfect!  As you read it, I’d like you to think about the salespeople you interview…and choose not to interview.

    He wrote,

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  • Can Sales Assessments Actually Predict On the Job Success?

    • December 8, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Stathead was hell-bent on learning about the technical nature of how the assessment works, how it was created, how it was validated and its impact on protected minorities.  While this is important, it can be very misleading.  As you will read below, a test can meet all of those criteria and not help with selection at all!

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  • Entrepreneurs That Sell

    • December 5, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Rick Roberge posted this on his TheRainmakermaker.com Blog about Entrepreneurs that (have to) sell and the frustrations they have balancing work and life.

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  • A Good Sales Call

    • December 5, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am so sick of hearing salespeople say that they had a great conversation with a prospect.  Do you know how rarely those good conversations convert?

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