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Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

October 12, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Oh no, another post on the political climate. Don’t worry, I’m not taking sides, I’ll be right down the middle, and very critical of both sides. And stay with me for the pivot to the good stuff – my sales analysis. Here goes!

How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

September 17, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

But does it really matter whether this is causation? Is there that big of a difference? Is correlation enough? It depends on what you are trying to show. Let’s take sales assessments for example.

Most Companies Can Boost Sales From 30-100% in Just One to Two Years

September 10, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Many companies already experienced at least 3 to 6 months of uncertainty and they can not withstand even 2 more months of that. As a result, companies are investing, streamlining, expanding, hiring and going all in to save their 2020s, and position their companies for historical growth in 2021.

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

August 12, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Last week we moved our son into his dorm to begin his freshman year of college. The college President’s opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really useful things to share with the new freshmen and while his thoughts were targeted to the students, they apply quite equally to salespeople.

How to Achieve Sales Mastery – A Collection of Loosely Connected Thoughts

July 6, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together.

One Thing Your Company Must Do Right Now to Increase Sales

May 13, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes. But the really good news is for companies that are able to hire salespeople. Consider this!

10 Critical Best Practices for Your Sales Force in This Crisis

April 27, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive. For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.

Why the Future of Selling Won’t Resemble the Past

April 17, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

It’s April 17 and nearly every salesperson is selling from home. It’s just temporary, right?

Maybe. But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it’s back to the office and your territories, right? Wrong. You’ll still be home. Welcome to the future of selling where I’ll share my top five reasons why.

Companies Surprised by Unexpected Remote Selling Challenges

April 9, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often. The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!

For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work. But is that what’s happening? In today’s article, I’ll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. I also included three videos that I extracted from a sales training session earlier this week. You’ll be surprised!