Dave Kurlan
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B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!
- November 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more
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5 Keys to Get Prospects to Trust You and Then Buy From You
- November 27, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For most of 2017 those of us in the US have been inundated with political news. That means lots of talking points (or spin) and of course talking points and selling go hand and hand, right?
Maybe.
While catching up
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How Companies Routinely Short Change Their Own Sales Force
- November 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The classic, “build it and he will come” from the movie Field of Dreams, applies to business too. Every day, companies invest so much of their funding into making their products better under the belief that if their product is
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Increase Odds of Successful Sales Hire by 368%
- November 6, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A Harvard Business Review study proved that using pre-employment assessments increased the probability of a successful hire from 13% to 72%.
I read that exact statement in a marketing promo for a search company and as they hoped, it got
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Distraction, Engagement, and Selling with Great Efficiency
- October 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What do you do when a call or meeting cancels unexpectedly?
The choices come from two categories:
- Distract
- Engage
Distract includes catching up on your reading, browsing the net, stepping out for a beverage and/or snack, making a social call,
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It’s OK for Salespeople to Lie When This Happens
- October 20, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This new world we’re all living in is getting downright scary. It’s time to talk about selling in the context of this combustible culture but before I get started, a simple request to the haters on the left and the
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Why Do Salespeople Use Facts and Logic to Combat Objections?
- October 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of
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5 Sales Hiring Mistakes and Fake Resume Claims
- October 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I always enjoy reading articles that expose things I don’t know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so
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Customers Love to Buy – Why Do Salespeople Struggle?
- October 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just returned from the local car dealer.
Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it
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4 Reasons Why Salespeople Suck at Consultative Selling.
- September 26, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.
I’ll use my