closing
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How Practice Can Increase Sales and Commissions by 33%
- July 9, 2024
- Posted by: Dave Kurlan
- Categories: Uncategorized, Understanding the Sales Force
…A friend just texted me from his Las Vegas hotel room and sent along a video of him and his son playing catch with their gloves and a baseball in their hotel room.
I told him to be careful because
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Is Fred a Top Salesperson or a Horrible Imposter?
- July 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Was the Nissan Cube a good car or a bad car? Was it the dream vehicle that its designers imagined or the ugliest thing you ever laid your eyes on with four wheels?
I pose a similar question about
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Time for Closing Arguments
- May 29, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week, the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even
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Winning and Retaining Business When There is Competition
- April 30, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and the weather felt like mid-January with
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really -
Focus on Winning to Drive More Sales and Revenue
- February 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts, this article
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Trump, The Iowa Caucus, and Sales Improvement
- January 16, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Regular readers know I like to start my articles with an analogy. Baseball analogies appear more than any other but analogies from politics are my favorites. I have used them very sparingly over the past fifteen years or so and
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The Top 10 Sales and Sales Leadership Articles of 2022
- December 12, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each week we can read multiple lists of the top new movies and TV shows to stream at home. Lists of the Top SUV’s, Sedans, and Coupes are also prevalent right now. And of course, as we move ever closer
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The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%
- March 3, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn’t killed. After we returned home, I couldn’t find our dog,
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Has Buying Changed and Has B2B Selling Adapted?
- January 5, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My articles begin with analogies so we’ll start by asking, has baseball changed?