closing techniques

  • 10 Questions Every CEO Must Answer to Increase Revenue Today
    • April 17, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    A confident mid-50s CEO in a navy suit sits at a modern executive desk in a bright corner office, leaning forward with a focused, slightly skeptical expression as he looks directly at the viewer. On the desk are a laptop displaying sales pipeline charts and a notepad with handwritten notes including “Why 72% miss quota?”, creating a professional and thought-provoking business scene.

    Google Search Console revealed what CEOs are actually searching for. It’s not closing tricks or AI hype — it’s the foundational issues holding revenue back. Here are 10 questions every CEO must answer to drive real growth today.

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  • Which Salespeople Use Bad Judgment and Burn Bridges?
    • June 30, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You want your salespeople to get decisions instead of taking stalls, put-offs and objections.  Some of your salespeople are better at this than others.  I’ve written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs.  Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.

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