Search Results
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Movie Contrasts the Best and Worst Salespeople
- November 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We watched GameStop: Rise of the Players and despite it being a documentary, found it to be quite entertaining. It was David versus Goliath. It was Amateur versus Professional. It was about an improbable outcome accomplished by people who were unlikely to succeed and even more unlikely to win the big payoff.
While I thought it had a lot in common with selling, the twelve central figures:
Were not professional investors although they did invest in GameStop.
Were not skilled traders although they did conduct some research.
Did not trade as a full-time job or hobby.
Were making decisions based on hunches, not history or science.
Found in each other kindred souls with a shared passion for GameStop.The five statements above suggest that skills, attributes, competencies and capabilities were NOT part of their success so what could this possibly have in common with selling?
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What Companies Don’t Know About Sales
- November 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We heard that the “Sound of Freedom” was a good movie but waited until we could stream it at home. We loved the movie, but we were moved even more by the closing messages displayed on the screen. The statistics are astounding, where as a result of human trafficking, mostly at the southern border, more children are enslaved today than when slavery was legal! We didn’t know what we didn’t know.
“Companies don’t know what they don’t know about sales” is true in most companies and sales organizations.
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What Elon Musk and Great Salespeople Do Differently Than Everyone Else
- October 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Elon Musk doesn’t care whether you like him or not. He doesn’t care what you think about him. He doesn’t care what you say about him. All he cares about is that he is getting a lot of attention.
How does this apply to sales and selling?
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Three Recent Hurricanes Show the Path to More Effective Selling
- September 18, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week. Freddy was excited to talk about his recent success and I have changed his name and company names to protect his identity. Freddy wrote:
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The Impact of Relationship Building Challenges in Sales
- August 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard. I cringed every time I heard it.
It explains a lot about intangibles in selling.
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When Do Follow Up Calls Add Value
- July 31, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to fall into one of three groups when it comes to following up:
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Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!
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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CEOs and Sales Leaders whose salespeople aren’t responding need to understand that their veteran salespeople are the same as my son when he was thirteen.
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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
I analyzed performance data and after filtering on salespeople who were not performing (below 80% of quota), only 4% were strong in the Sales Process competency. The opposite of that analysis revealed that of those who were performing, 85% were strong in the Sales Process competency. Salespeople who are strong in Sales Process are 2125% more likely to be performers. That is very strong correlation!
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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
There are plenty of things that could interfere with a salesperson’s ability to Hu or Farm and this article will discuss all of them.