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Revealing Study of Salespeople Makes News at HBR

October 5, 2011
Posted by: Dave Kurlan
Categories: Junk Sales Science Debunked, Understanding the Sales Force

This article has my first reaction to the Challenger Sale after news of the book first appeared in HBR back in 2011.

If Andre Agassi was in Sales, Would He be Ranked #1?

September 6, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

We know Andre Agassi wouldn’t earn $40 million a year at selling, and he may not have been able to meet, never mind date his two superstar wives (Brooke Shields and Steffi Graf). But would he make a good salesperson?

Most Salespeople Suck at Selling – Is it Worse Than Ever?

August 26, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

What is your approach to get people to call you back after you have left 2 or 3 messages?”

In the past month, there have been 47 comments, one of the most popular topics I’ve seen there. Some of the replies have been on target but most are embarrassing to read. These are sales management executives and this is a “what salespeople must learn to do in their 1st week in sales” topic. Most salespeople do not have the skills to consistently get new prospects to the phone!

25 or 6 to 4 and your Sales Force

August 1, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

That 14-year swing is huge. You can’t afford to have your salespeople behaving like facilitators, order takers, account managers and amateurs – ever. You need them to be proactive – selling consultatively, everywhere, and always.

Sales Confidence – How to Ask Any Tough Question Anytime

July 13, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I’ll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or even ask why your prospect wouldn’t just make the easy decision and go with either the market leading competitor or incumbent. Ready? Simply keep your pipeline stuffed – busting at the seams – no place to put the next opportunity. When you have enough opportunities in the pipeline you can say, ask or do anything – no worries. And that’s what it takes to differentiate yourself from everyone else. But when today’s opportunity is THE opportunity you’ll be afraid to say “boo” without worrying that you’ll mess up and lose the opportunity.

Top 20 Conditions that Dictate a Sales Force Evaluation

June 29, 2011
Posted by: Dave Kurlan
Categories: Best Top 10 Lists, Understanding the Sales Force

One of our Partners recently said, “We know how comprehensive a sales force evaluation can be, and we know how it works. We know how powerful the findings and insights are, but when are the conditions right?”

So, the Top 20 Conditions for a Sales Force Evaluation