Search Results
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Why More Salespeople Are Being Recommended for Difficult Selling Roles
- June 24, 2021
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Something else we haven’t done for quite a while is revisit Objective Management Group’s (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.
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The Bob Chronicles Part 5 – Bob Can’t Win This Argument Over a Sales Core Competency
- June 22, 2021
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Salespeople Like Children, Understanding the Sales Force
OMG has assessed more than 2 million salespeople and measures their sales capabilities in 21 Sales Core Competencies. While some might not like their scores, most salespeople agree with our findings because they are extremely accurate. However, there is one competency of the 21 that causes salespeople to dig in, disagree, and push back. Today I will explain the competency and share yesterday’s conversation with Bob. For new readers, and those who don’t remember, Bob tends to get himself into trouble and is representative of all weak salespeople.
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Self Directed Courses
- June 3, 2021
- Posted by: Kurlan & Associates, Inc.
- Categories:
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My Dog Has Better Listening Skills Than Most Salespeople and I’ll Prove It
- December 10, 2020
- Posted by: Dave Kurlan
- Categories: Dinger the Dog, Understanding the Sales Force
Prospects don’t pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren’t the only ones who don’t listen. Salespeople don’t listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for. Don’t believe me? I’ll prove it in the video below.
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How a Mug of Dunkin Can Help You More Effectively Sell Value
- December 9, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It’s a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he’s supposed to be taking a consultative approach to support the value he provides. Would you like to guess what Bob did instead? Yup, he got them his best price. Ugh!
So what should Bob have done instead to turn this around and not waste everyone’s time?
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Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day
- October 12, 2020
- Posted by: Dave Kurlan
- Categories: Politics and Sales, 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!
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Assessments Compared, 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.
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, 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.
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15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
- August 12, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, 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.
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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.
