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Found: A Great Article About How Important Salespeople Are
- September 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, although I wasn’t looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn’t looking for. It was purchased in May, but I had forgotten about it. Later
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How Closing a Tough Sale is Nearly Identical to Hitting a Home Run
- August 25, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…While you don’t need to know a single thing about Baseball to read this, it is another article with a baseball analogy. If you don’t enjoy reading my baseball analogies, you can ignore this but I must warn you that
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Which is Worse – The Boston Red Sox or Your Sales Team?
- August 23, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I wrote the best-seller, Baseline Selling, so it should come as no surprise that I’m a die-hard Boston Red Sox fan. I’ll be at Fenway Park for a game this week and I had some thoughts about how the
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Must Read – How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams
- August 10, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the
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Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?
- August 8, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at
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The Secret to Account Churn is Not Dedicated Account Managers
- August 3, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I do my own weeding and that “hobby” takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed-wacker, or poison the weed on Monday and two
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Not The Top 20 Attributes of Successful Salespeople
- August 1, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Several OMG Partners reached out to ask if I had seen the email that was circulating with the Top 20 Attributes of Successful Salespeople.
“I have,” was my response and, “Look for a blistering article on Monday.”
The article
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The Many Different Selling Roles and How They Differ – Part 1
- July 27, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars
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Big Company Strategies That SMB Sales Teams Can Emulate
- July 11, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in
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You Can’t Lose Customers or Salespeople – 2 Secrets to Their Retention
- July 6, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we wade deeper into recession, you will certainly agree that there are two things you must not lose:
- Customers/Clients
- Good/Great Salespeople
I conducted a Google search for “why salespeople quit their jobs” and was surprised to find more than