Search Results
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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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Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
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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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Sometimes The Biggest Sales Problems Have the Simplest Solutions
- May 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are simple, easy, fast and powerful solutions for sales problems too. See my examples below.
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The Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue
- March 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leadership believed they were very good at doing these things. However, everything is relative. The key question is, good compared to who?
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.
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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
As you can see from the table above right, the top 5% of all salespeople are 56% stronger at qualifying than strong salespeople, 452% stronger than serviceable salespeople, and 8600% stronger than the bottom 50%. 8600% Stronger!!!! Who says qualifying isn’t important? See how your industry/salespeople compare.
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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
Only 13% of all salespeople take a consultative approach to selling and almost none of them can be found in the bottom 50% – the group that fails to meet quota each year. A coincidence? On the other end of the spectrum, the top 10% of all salespeople are 4300% more likely to have the Consultative Seller competency as a strength!
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The Bob Chronicles – The Difference Between Selling Skills and Effectiveness
- October 12, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today a client asked me to explain the difference between skills and effectiveness. You won’t find the answer by doing a Google search as that search turns up exactly nothing on the subject. This article will discuss the similarity between symptoms/causes and skills/effectiveness. Do you remember Bob, the subject of many articles and my favorite weak salesperson to write about?
Bob strikes again!
I’ve written 10 articles about Bob and everyone says that the Bob series is their favorite.
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How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?
- September 22, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Dan Caramanico alerted me to this dubious September 19, hbr.com article that explains their 5 Skills Every Salesperson Needs to Succeed. It took three consultants to screw in the lightbulb that illuminates their five stupid-as-shit skills so let’s take a look: