-
The Simple Tool that Simplifies Account, Time and Territory Management
- January 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management. You can modify the weighting for the 9 criteria based on how important each one is to you and your business. Just make sure that the totals equal 100.
-
7 More Tips on How I Sell More and Get More Done Part 3
- January 9, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, stays away from selling-specific competencies like the other two entries.
-
How Learning to Drive Can Help You Achieve Sales Mastery
- January 9, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.
That’s all well and good – but it’s too complicated. It’s much more like driving a car. Let me explain:
-
10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2
- January 5, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.
-
Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1
- January 3, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I’ve always outworked everyone in my own companies so both of these quotes resonated with me. At the same time, hard work alone isn’t enough. You must also be smart and efficient about what you work hard on. For the first article of 2017, I thought it would be helpful if I shared how I get more done than anyone else I know.
-
Dave Kurlan was named the Bronze medal winner for Top Sales & Marketing Blog post of 2016
- December 21, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: News
Read more.
-
How to Sell Value, featuring Dave Kurlan, was awarded the Gold Medal for Top Sales & Marketing Webinar of 2016
- December 21, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: News
Read more.
-
Will Barron’s interview of Dave Kurlan for the Salesman Red was named the Gold Medal winner for best sales podcast of 2016
- December 21, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: News
The topic was the Characteristics of Successful Salespeople.
-
Understanding the Sales Force, Dave Kurlan’s award-winning Blog, was named the Bronze Medal winner for Top Sales & Marketing Blog of 2016
- December 21, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: News
This is the 6th consecutive year that Dave’s Blog has earned a medal.
-
5 Year-End Awards from Top Sales World
- December 20, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold!