Dave Kurlan
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Coconut Flakes Help to Improve Sales Effectiveness
- November 6, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My wife took me to a Vegan restaurant for lunch and I ordered a sandwich that consisted of coconut, lettuce and tomato on multi-grain bread. I not only didn’t hate it, I liked it. I showed my wife that it had bacon in it and she swore it didn’t. She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon. Fake bacon.
There are fake salespeople too.
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Two Keys for Successful Sales Presentations
- October 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I frequently write about taking a consultative approach, and listening and asking questions are the keys to successful sales presentations.
While watching game 2 of the 2023 World Series, it occurred to me that I still remember and can name every member of the 1967 Boston Red Sox, but I can’t do the same for the 2023 Red Sox. Could the difference be that the ’67 team went to to the World Series while last year’s team finished last in the American League East? It could also be that I was an impressionable 12 year-old that didn’t miss a single pitch that season, while this year’s team wasn’t worth watching. Could it be my short-term memory? Maybe it’s time to start taking Prevagen!
The point is that while I am fascinated by this insight, there is no chance that you care about this unless you relate to it. It’s simply not important to most of you.
Why is it so important for me to make you aware of a statement that is important to me but not important to you?
Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them.
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How to Sell to Major Accounts That Love Your Competitor
- October 23, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to take their best accounts for granted. They don’t call as often as they should. They don’t visit as often as they could. You need to be there and/or on the phone with them more often than the salesperson they like so much. Something is bound to go wrong. Something is likely to disappoint your prospect. That’s your opportunity to change the conversation.
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Milestones in the Sales Process are Like the Stones in a Wall
- October 5, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
An ideal sales process has 4 stages, each with anywhere from 4 to 10 milestones that must be met in order to move to the next stage.
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The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money
- September 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process:
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Sales Presentations to Big Companies – the Same as Political Theater
- September 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What really happens on presentation day? Theater. Salespeople validate what the individuals on the committee already believe to be true. If you’re not the one getting the business, nothing you do on that day will change that UNLESS the one who is getting the business screws up big time.
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Three Recent Hurricanes Show the Path to More Effective Selling
- September 18, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week. Freddy was excited to talk about his recent success and I have changed his name and company names to protect his identity. Freddy wrote:
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company
- September 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There’s no time like the present to hire salespeople but your sales recruiting strategy must consider the ever changing ebb and flow of the candidate pool. This article explains the five keys to hiring ideal salespeople for your company and has lots of data to back it up.
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What Relationship Builders Do Better Than All Other Salespeople
- September 5, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I posted an article on the Impact of Relationship Building Challenges in Sales. The article explored what happens to salespeople who are skilled at selling, but aren’t very good at building relationships, as well as those who are great at building relationships, but aren’t very skilled at selling. While there were some terrific insights, the one thing that was missing from the article was what great relationship builders do that everyone else fails to do.
Also last week, we celebrated the life of my best friend and longtime business partner, Matt Hogan, who passed away on Friday, August 25. Today’s article will pay tribute to Matt, the best relationship builder I have ever known, I’ll share the 10 things Matt did to build strong, lasting relationships, as well as ten things I learned from Matt.
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The Impact of Relationship Building Challenges in Sales
- August 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard. I cringed every time I heard it.
It explains a lot about intangibles in selling.