Search Results

  • One Thing Your Company Must Do Right Now to Increase Sales
    • May 13, 2020
    • Posted by: Dave Kurlan
    • Categories: Analogies, 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!

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  • 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.  

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  • 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.

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  • 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!

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  • Why You Will Finally Pay the Price of Not Selling Value
    • March 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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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.

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  • New Data Reveals a Finding That Correlates to Sales Success
    • January 29, 2020
    • Posted by: Dave Kurlan
    • Categories: Sales Data and Science, 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!

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  • Is Your Sales Force More Like a Dunkin’, Starbucks or Panera Drive Thru?
    • January 21, 2020
    • Posted by: Dave Kurlan
    • Categories: Analogies, 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.

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  • The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better
    • January 16, 2020
    • Posted by: Dave Kurlan
    • Categories: Sales Data and Science, 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!

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  • Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
    • January 7, 2020
    • Posted by: Dave Kurlan
    • Categories: Sales Data and Science, 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.

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