CEO

  • Data Shows That Your Sales Team is No Different Than Your Lawn
    • November 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I just love it when our lawn looks gorgeous – thick, lush, and green, green, green.  Getting it looking that good requires fertilizing, aerating, thatching, over seeding, and frequent mowing, all things better suited to the landscaping company than me.

    …
    read more

  • Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople
    • November 17, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”

    It’s a common frustration and often explains why companies try it once and don’t go back, or why

    …
    read more

  • Top 10 Ways to Increase Sales
    • October 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis.  Do you?

    There are as many answers to this question as there are politicians running

    …
    read more

  • How to Interpret Sales Revenue and Economic News
    • June 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    moneyI am having a disconnect with the bad economic news being reported.  Perhaps these conditions aren’t like this where you live and work, but here’s what I see all the time:

    • Can’t find a place to park at shopping malls
    …
    read more

  • 10 Attributes of the CEO Who Drives Sales and More
    • August 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Both Sides of MouthI had two conversations that were in stark contrast to one another.

    The first was with an executive who told me that the company must have their salespeople selling more consultatively to better differentiate themselves in the global market, so

    …
    read more

  • Sales Force Lessons from Gates, Crowley and Obama
    • July 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The outraged Harvard Professor who was arrested and Cambridge’s arresting officer of record will both meet over a beer with President Obama at the White House this week.  The President is reaching out to mend fences between local adversaries and

    …
    read more

  • The CEO Who Needed to Hire Salespeople
    • February 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I spoke with a CEO who asked for some help recruiting salespeople.  It seems that the salespeople they had previously hired had failed.  As I learned more about their business, a few things became obvious to me:

    …
    read more