Dave Kurlan

  • Enough Already with all the Sales 2.0 Talk!
    • August 24, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When fax machines were first introduced (I remember the day a salesperson cold-called me with an “opportunity” for me to own my own fax machine back around 1987), experts wrote (magazine articles) about the power of the new machine and

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  • How to Add Value to Your Sales Offering
    • August 17, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website. 

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  • Top 10 Criteria for a Qualified Sales Presentation
    • August 17, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    crosswalkMany states have crosswalk laws that require drivers to stop for pedestrians in a crosswalk.  If you are walking and wish to cross the street, you simply wait at a crosswalk on the side of the road, and when the

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  • Top 10 Reasons for Roller Coaster Sales Performance
    • August 11, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    stock.market.graphThe stock market plunged on both Friday and Monday, made gains on Tuesday and Thursday, and they were sandwiched around another loss on Wednesday.  It’s the proverbial roller coaster ride and that sounds very similar to sales performance, doesn’t it?

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  • Top 10 Keys to an Effective Sales Hiring Process
    • August 11, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    keys to hiring salespeopleThere are many keys to making the the sales hiring process work effectively yet most companies fail to get these keys right.  Some of them are obvious, while some are more subtle.  And most of all, the integrity, or in

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  • Harvard Business Review Blog Post Gets Salespeople Wrong
    • August 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Blog at the Harvard Business Review recently ran this article about the top seven personality traits of successful salespeople.  Thanks to Peter for sending this along to me.

    Regular readers know how much I cringe when anyone attempts to

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  • Busy Salespeople are Lazy Salespeople
    • August 8, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Things aren’t always what they seem with your salespeople.  Sometimes, the busier they are, the less they are doing!  I had several conversations in the past week that explain my opening comment.

    The first conversation had to do with lead

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  • What it Takes to Make Your Sales Pipeline Accurate & Predictive
    • August 5, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, while speaking in DC, I asked my usual questions, but the response to one of the questions left me scratching my head.  It wasn’t a new question; as a matter of fact, I’ve been asking it for years.  And, 

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  • Top 6 Keys to Closing Big, Difficult to Close Sales
    • August 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If I think back on most of the big deals I have closed, helped others to close, or trained and coached others to close, there are several common themes we can discuss that you can incorporate into your sales and

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  • 25 or 6 to 4 and your Sales Force
    • August 1, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    chicago band

    You’re thinking, “You’ve got to be kidding me!”  How does this title tie in?

    I was talking with a client last week and we were comparing notes about how we both played competitive junior tennis back in the day.  There

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