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Which Sales Book is a Must Read? Summer Sales Reading List 2015
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
My best-selling book, Baseline Selling, was named a Best Summer Read for 2015.
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Sales Enablement Thought Leader Interview: Dave Kurlan
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
This short interview with Dave Kurlan about sales enablement on the B2B Community Blog.
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Stop Using Low Price as a Sales Crutch
- May 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
The Selling Power Blog featured this article of mine on How to Stop Using Price as a Selling Crutch.
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Connecting the Dots on Sales Management
- May 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you remember the morning that you couldn’t find your keys, but they were right there on the counter? Or the time that you couldn’t find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn’t find your car in the airport parking garage? And yes, it was right where you parked it. Sometimes, things are right in front of you and you don’t notice them! And that brings us to this sales management topic.
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Whiplash on the Sales Force
- May 26, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In many cases, difficult prospects are actually easier to sell because there isn’t a whole lot of competition. Most salespeople give up or lose the prospect’s respect before they get remotely close to doing any business with them.
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Why Half of the Sales Force Resigned This Month
- May 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a hidden problem that the CEO is unaware of and even the most accurate and predictive sales candidate assessment on the planet – ours – won’t overcome the issue. It’s worse than you can imagine!
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Chris Cagle – Great Example of Intangibles in Sales
- May 18, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
You probably heard that BB King, the King of the Blues, died last week. My wife and I met him after a performance in 2007 and the meeting inspired this article on work ethic. Last week, on a flight from Dallas to Boston, I was sitting next to Country Music star Chris Cagle, who told me all about his new business. You just have to read his story and the great example of intangibles at work.
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Salespeople as Closers & 10 Other Sales Myths
- May 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Just because you think it, that does not make it normal, correct, supportive or useful. Challenge everything you believe to be true in sales and ask whether or not it really needs to be that way. Could you change your results if you changed your beliefs, expectations and thinking?
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How to End the Sales & Marketing Argument
- May 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Republicans and Democrats argue all the time. Fans of long-time rival sports teams argue too, regardless of whether the rivalry is at the high school, college or pro level. Players argue with umpires, referees and judges. Kids argue with their parents and everyone argues with their cable company and wireless phone providers. So why is it so hard to understand why marketing argues with sales?
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Do We Have Sales Compensation All Wrong?
- May 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Should a salesperson receive the maximum commission on the big deal if there was no other activity, critical KPI’s weren’t met, and the pipeline is essentially empty?