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3 Steps You Must Take Today to Save Your Company From This Economic Downturn

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

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We’re not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

New Data Reveals a Finding That Correlates to Sales Success

January 29, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!

Is Your Sales Force More Like a Dunkin’, Starbucks or Panera Drive Thru?

January 21, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

This all begs the question, is the sales force at your company more like the Dunkin’, Starbucks, or Panera drive-thru? Today’s article will explain how to answer that question.

The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better

January 16, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.

In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.

Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you’ll quickly see the difference!

Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights

January 7, 2020
Posted by: Dave Kurlan
Category: Understanding the Sales Force

You seek out the best products, best stores, best websites and best experiences. Doesn’t it make sense to wonder about where you can find the best salespeople?

I asked Objective Management Group’s (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,932,059 salespeople from companies and provide me with some scores.

I reviewed the data and have a number of very interesting and surprising Salesenomics conclusions to share.

Dave Kurlan’s Predictions for Sales Organization in 2020

December 16, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Before I can make any predictions for 2020, let’s start with these ten simple truths about selling for proper context.

What Sales Organizations Must Learn from the Impeachment Hearings

November 22, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

This is not a political article but I will use the impeachment hearings as an example to set the stage for my insights. Currently in the USA there are 3 major schools of thought relative to the impeachment hearings:

Most Democrats and Liberals: “We hate Trump and we want to see him impeached.”

Most Republicans and Conservatives: “We love Trump and hate what they are trying to do to him.”

Most Independents: “They should follow the facts and make an informed decision.”

Suppose that instead of the impeachment hearings we are analyzing a sales opportunity where we substitute “You” (Bob) and “Your Company” (ABC) for Trump, and substitute Your Customer or Prospect for “We”.

You’ll quickly see how one of the same three scenarios plays out for each opportunity.

Using the Most Powerful Sales Tool to Get What You Want

September 16, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Leverage is the most powerful tool in your sales tool box because with leverage comes urgency and after you have urgency your prospect will qualify so easily you won’t believe it. They’ll ask, “What do you need from me?”

Change in Approach Leads to 304% Increase in Sales Effectiveness

September 9, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

You’re famished and someone suggests that you go on a 2-day fast!

You’re late, it’s a two-hour ride by car to your destination and someone suggests that you walk!

You’re exhausted and ready for a nap and someone suggests you should clean out your basement!

You’ve decided to eat better and lay-off carbs, and someone suggests ordering pizza!

These are all crazy opposites of what you were focused on and they cause you to ask, “whaaat?”

So now you’ll understand how I responded when, during a two-day training program, I was asked about messaging for a talk track.

How All Those Trucks on the Road Can Help You Stop Discounting

August 5, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I have an awful lot to say about incentives to buy!
The occurrences are as predictable as the 6pm news beginning exactly at 6pm. If you have opportunities in the pipeline during the last week of the month, the last week of the quarter and the last two weeks of the year, and your prospects showed a strong likelihood of moving forward, they’ll be sitting back waiting for a call from a salesperson or sales manager to sweeten the pot so that you can get this deal in before the end of whenever. How lame.