Dave Kurlan
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10 Reasons Why Parents of Toddlers Make Better Sales Coaches Than Sales Managers
- May 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask ‘why’, eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are
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What You Should Never Do on LinkedIn to Do Business with Your LinkedIn Network
- May 16, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I don’t know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How
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Eliminate Delayed Closings Once and for All
- May 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were
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Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
- May 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were
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Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
- April 30, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God’s plan for us?
While many experts
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Improper Use of BANT Will Cause You to Kill Opportunities
- April 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote.
The article focuses on the middle of the funnel and the handoff between marketing and sales.
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Great Example of Why Sales Success Is Not Always Transferable
- April 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?
Right now, an event is occurring on the world stage that
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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
- April 17, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be
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Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
- April 11, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In September I wrote this article on the difference between asking good, tough and great questions.
I included examples all three types of question in the article.
There is also a proper sequence: Good question. Tough Question. Great question.
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Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
- April 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can’t