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OMG Named Top Sales Assessment tool and wins the gold medal for the 9th consecutive year!
- January 7, 2020
- Posted by: Kurlan & Associates, Inc.
- Category: News
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Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
- January 7, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You seek out the best products, best stores, best websites and best experiences. Doesn’t it make sense to wonder about where you can find the best salespeople?
I asked Objective Management Group’s (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,932,059 salespeople from companies and provide me with some scores.
I reviewed the data and have a number of very interesting and surprising Salesenomics conclusions to share.
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Dave Kurlan’s Predictions for Sales Organization in 2020
- December 16, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before I can make any predictions for 2020, let’s start with these ten simple truths about selling for proper context.
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The Most Successful Negotiation is The Negotiation That Isn’t Needed
- December 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week, one company said that their terms are Net 75. I said, “I’m sorry, but we can’t solve your problem and be your bank. Our terms are due on receipt of invoice and it’s non-negotiable.”
They said, “Oh, OK.”
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The Top 15 Sales and Sales Leadership Articles of 2019
- December 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Only 11% of All Salespeople Do This at the End of a Sales Call
- December 2, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Traditions are important. They ground us, give us a sense of stability and purpose, and provide something that we can look forward to. Rituals are like traditions in that they serve the same purpose, but occur much more frequently. Selling, is filled with rituals, from the sales process we always follow, to those specific questions we always ask to those specific talking points, comparisons, and stories we always share. Why? They work!
So it is with that sense of tradition that for the 10th consecutive year, I republish my Nutcracker article which is always the most popular article each December.
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What Sales Organizations Must Learn from the Impeachment Hearings
- November 22, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is not a political article but I will use the impeachment hearings as an example to set the stage for my insights. Currently in the USA there are 3 major schools of thought relative to the impeachment hearings:
Most Democrats and Liberals: “We hate Trump and we want to see him impeached.”
Most Republicans and Conservatives: “We love Trump and hate what they are trying to do to him.”
Most Independents: “They should follow the facts and make an informed decision.”
Suppose that instead of the impeachment hearings we are analyzing a sales opportunity where we substitute “You” (Bob) and “Your Company” (ABC) for Trump, and substitute Your Customer or Prospect for “We”.
You’ll quickly see how one of the same three scenarios plays out for each opportunity.
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Are You Using This New Technology to Generate New Opportunities?
- November 13, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don’t? Me neither.
Have you signed up to use a company that uses AI to generate leads for you? You haven’t? Me neither.
It seems to me that the only companies using AI to generate leads are the companies trying to sell you their services using AI to generate leads. How ironic!
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Video Conferencing for Salespeople – To Zoom or Not to Zoom?
- November 6, 2019
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
No data or statistics today. No sales training or coaching either. This won’t be a lesson for sales managers or sales leaders. This is my rant of the day.
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Good Sales Recruiting is Like Selecting Movies and TV Shows
- November 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you like movies and TV Shows? I love them!
How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?
Most people use the second scenario which, by the way, is a very good approach for selecting and hiring salespeople. Unfortunately, that’s not how most companies go about it.