Search Results
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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness
- September 13, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I reviewed the data and in the table below you’ll see that extrinsic motivation is most prevalent in the top group of salespeople while altruistic motivation is most prevalent in the lowest group of salespeople.
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Insights Revealed in The Ultimate Analysis of the Sales Force
- August 16, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?
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Grammar – Why Commas Provide Sales Success Where Periods Fail
- July 19, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
The problem is one of grammar. All of the articles you read, videos you watch and audios you listen to suggest that there is a key to sales success. Period. But if you change the period to a comma, you’ll quickly see that all of these things are crucial to success in sales.
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New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
- May 1, 2017
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
It didn’t take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn’t take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Amacus, got me on a video conference and shared what he came up with. Hint: Another way to differentiate top performers.
He
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Closing and Negotiating Challenges – Symptoms of Another Selling Problem
- April 25, 2017
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson 2017 Selling Challenges Study. Meghan Steiner, from Richardson, was nice enough to send me a copy of the results. There were a number of interesting findings and of course I had some insights from the report.
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What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers
- April 17, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That’s not $44 Billion that people wouldn’t have spent if not for Amazon. It’s money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead.
You may think it’s because Amazon saves them money but that isn’t necessarily true. And you may think it’s simply more convenient to order from your laptop or mobile device but that might not be the case either. I’m going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers.
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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople
- February 24, 2017
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Junk Sales Science Debunked, Sales Data and Science, Understanding the Sales Force
Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.
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Sales Excellence: How to Close Anything and Everything in Any Vertical
- January 30, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Data and Science, Understanding the Sales Force
I am going to share the real truth about closing and it’s quite different from what you’ve read, what you’ve listened to, what you’ve watched, and probably from what you’ve practiced. Countless books, tapes, videos and podcasts have been devoted to closing techniques. Thousands of companies deliver seminars and training programs to help salespeople develop their closing skills. They’re all wrong and they have all wasted your time.
I have written 1,600 articles and not once have I shared the closing secret that I am about to share in this article.
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The Fastest and Easiest Way to Reach Sales Greatness
- January 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things I hear an awful lot is, “Dave, how do you write so many articles?”
1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too – to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money. Would you like to know what that secret is? I’ll share it below.
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Most Salespeople Are Wrong about the Concept of Being Willing to Walk
- October 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don’t really understand the concept of being willing to walk, how it plays out, and what to do when you get there. I would love to share my thoughts on this below.
