Dave Kurlan
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3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness
- March 19, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly make your way towards the circle in a long line of traffic, attempt to merge
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Persistence Over Polish – What the Top 10% of All Salespeople Do Better
- March 12, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the
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10 Ways to Determine if Your Sales Prospect was Engaged
- March 8, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance
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What Happens When You Force a Square Sales Peg into a Round Sales Hole?
- March 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots? Back in April I wrote about our new puppy. Now he’s 1-year old and has grown to 60 pounds, but could
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Would You Like to be Selling Guns Right Now?
- February 27, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In the current social and political environment, can you imagine what it must be like to be a salesperson whose job it is to sell memberships for the NRA? How about selling guns for Smith & Wesson, Glock, Colt, Sturm
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Glue – The Missing Element That Makes Every Sales Training Initiative Successful
- February 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly
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Can Sales Statistics be Bad and Good at the Same Time?
- February 21, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received two pieces of bad news relative to statistics.
The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don’t finish
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Easiest Way to Assess Degree of Sales Success
- February 13, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics.
Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness. He
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What Salespeople Can Learn from Josh McDaniels Gutsy Reversal
- February 9, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII. You might have been paying attention when a day later the
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Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?
- February 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It’s the same garage, but now it looks awesome.
Yesterday I received an email from Richardson Training, letting me