beating the competition

  • 12 Reasons They Didn’t Like You Enough to Buy From You
    • July 28, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Everyone has had this happen…probably more than once.

    You worked hard and smart, thought you did a great job, expected to win the business, but didn’t.  Later, you learned that the prospect “Didn’t really like your style.”

    It’s not at

    …
    read more

  • The Benefits of Completely Bashing Your Competition
    • October 26, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The circus will be coming to an end in just under 2 weeks.  Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos.  In the past 60

    …
    read more

  • Help is Here for Salespeople Who Find Themselves as the Underdogs
    • April 28, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Help is Here for Salespeople Who Find Themselves as the Underdogs

    You or your salespeople are on a call.  Is it an uphill battle?  Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them?  Are

    …
    read more