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Is it OK if You Lose Customers Because of the Evolution of Your Product?
- January 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the inevitable facts of selling is that the Law of Sales is much like the Law of Gravity. “What goes up must come down” loosely translates to “Who you sell will eventually go away.” The only question is whether that will be days, weeks, months, years or decades from now.
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What’s Missing from the Report That Says Sales Training Doesn’t Make Reps Better?
- January 6, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I could not believe my eyes when I read this report. It was during the break between Christmas and New Years, so perhaps I wasn’t as sharp as would be during a regular business day. Maybe I missed something. So I reread the report and the words amazed me even further. The report claimed that salespeople don’t improve their skills as a result of sales training. Really? Let’s take a look.
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How Better Accountability Causes Sales Performance to Increase
- January 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sure, having goals is important, but having them in writing, with an achieve by date and a plan is exponentially more likely to have an actionable outcome than only having goals. And if you really want results, accountability is to goals as the accelerator is to the automobile. They both cause immediate action. Here’s what I mean.
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Fix Your Mediocre Pipeline for Accurate Sales Forecasts awarded Bronze Medal for Top Sales & Marketing Blog Post
- December 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
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Dave Kurlan was awarded the Bronze Medal for the Top Sales & Marketing Thought Leader of 2015
- December 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was awarded the Bronze Medal for the Top Sales & Marketing Thought Leader of 2015.
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Dave Kurlan was awarded the Bronze Medal for Top Sales & Marketing eBook of 2015
- December 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was awarded the Bronze Medal for Top Sales & Marketing eBook of 2015 with 63 Powerful Tips for a Huge Increase in Sales.
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The Understanding the Sales Force Blog won its 5th Consecutive Medal for the Top Sales & Marketing Blog
- December 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
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Lots of Gold and Bronze for Sales Achievements in 2015
- December 22, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My final blog post of 2015 is a brag article. Sorry. Feel free to stop reading now if you don’t care about the outcome of the 2015 Top Sales Awards. Before I list the awards, I want to congratulate all of this year’s nominees and winners. This year’s winners are truly the best of the best and that was further emphasized this year with the elimination of the popular vote.
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Latest Debate Had Some Great Sales Leadership Examples
- December 17, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You didn’t need to watch too much of the debate or watch for too long before hearing some bizarre examples of what some of the GOP candidates would do if they were elected as the Chief Leader of the United States.
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How to Get Prospects to Buy from You More Frequently!
- December 1, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s a simple concept, really, but 74% of all salespeople aren’t very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can’t do it. Of course, most salespeople wouldn’t agree that they can’t do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%. It’s incredible that people can become so darn comfortable with mediocrity! Solving the problem is easy when we have willing participants, so let’s discuss how to solve it once and for all.