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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.
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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.
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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.
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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:
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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.
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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.
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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.
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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.