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Call Reluctance is Just as Popular as Ever!
- March 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While some are quick to blame the low (as bad as) 15:1 dial to conversation ratio, that number is driven in part by salespeople who don’t try hard enough to get their prospects to the phone.
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Managing and Overcoming Resistance is the Key to Sales Success
- March 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople encounter prospects with that kind of resistance only when they are making cold calls and then, only because most of them are so inept at lowering resistance!
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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople
- February 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.
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Veteran’s Great Quote Makes News and Has Terrific Lessons for the Sales Profession
- February 21, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I might not have nailed his quote word for word, but I’m sure I captured the gist of it. Just think of the sales lessons that can be taken from this! The short video below is from the interview and below that I will share some lessons for the sales profession.
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10 Selling Scenarios When You Must Slow Down
- February 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Porcello’s thoughts about the importance of slowing down in certain situations and focusing on the present apply to the following 10 sales and sales leadership scenarios. Slow down:
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Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers
- February 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers. While it’s not always a mistake, the most commonly discussed reasons include:
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Sales Excellence: How to Close Anything and Everything in Any Vertical
- January 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am going to share the real truth about closing and it’s quite different from what you’ve read, what you’ve listened to, what you’ve watched, and probably from what you’ve practiced. Countless books, tapes, videos and podcasts have been devoted to closing techniques. Thousands of companies deliver seminars and training programs to help salespeople develop their closing skills. They’re all wrong and they have all wasted your time.
I have written 1,600 articles and not once have I shared the closing secret that I am about to share in this article.
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Sales Podcasts and Video Interviews are Better Than Sales Articles
- January 27, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the years there have been a number of interviews that were well done, and worth listening to and/or watching. A good interview is so dependent on the interviewer, the questions they ask, and their ability to go off script and let the conversation flow.
It is finally time to devote a series to podcasts and interviews. Here are the top interviews with me from the past several years with the most recent at the bottom of the list:
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7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up
- January 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople? The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.
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The Fastest and Easiest Way to Reach Sales Greatness
- January 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things I hear an awful lot is, “Dave, how do you write so many articles?”
1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too – to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money. Would you like to know what that secret is? I’ll share it below.