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2020’s Ten Must Read Sales and Sales Leadership Articles
- November 30, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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3 Selling Characteristics for the Age of Covid, Politics and Recession
- September 8, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Thanks to the non-stop political news cycle, I went from averaging just over one article that mentioned politics per year to two!
This article will be different. For the first time in fourteen years of blogging, I am going to share what I think, uncensored, and despite some concern for what you think, not quite enough concern to stop me from writing about it. There will still be a sales tie-in so stay with me as I build the case for 3 powerful sales characteristics.
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What Sales Organizations Must Learn from the Impeachment Hearings
- November 22, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is not a political article but I will use the impeachment hearings as an example to set the stage for my insights. Currently in the USA there are 3 major schools of thought relative to the impeachment hearings:
Most Democrats and Liberals: “We hate Trump and we want to see him impeached.”
Most Republicans and Conservatives: “We love Trump and hate what they are trying to do to him.”
Most Independents: “They should follow the facts and make an informed decision.”
Suppose that instead of the impeachment hearings we are analyzing a sales opportunity where we substitute “You” (Bob) and “Your Company” (ABC) for Trump, and substitute Your Customer or Prospect for “We”.
You’ll quickly see how one of the same three scenarios plays out for each opportunity.
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Examples of How Salespeople Lose Credibility with Their Prospects
- October 29, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You probably thought I would write a world series article but there wasn’t much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you’re going to read about trust and credibility.
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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 shows, in a very persuasive way, why success in sales isn’t always transferrable from one company, industry or role to another.
For example, a startup storage technology company hired all the salespeople they could get from the most well-known and well-respected company in their space. The leadership team expected that these experienced and credible salespeople would leverage the new company’s great new technology and cause sales to take off like a rocket for Storageville (made up name). It didn’t happen.
Another company hired a Sales VP from a well-known Fortune 1000 company and believed that his experience would make it easy for him to build a top-performing sales organization like the one he ran at Fortuneville (made up name). It didn’t happen.
These two examples aren’t exceptions to the rule. They are the rule. But the rule to what? I’ll explain the context for the rule and explain the event that serves as such a great example.
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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 with the latest news during the Thanksgiving break, I heard talking points from both sides of the political spectrum. I was very disturbed with the lack of facts in those talking points. First we’ll discuss the lack of facts and then we’ll discuss how to make sure your talking points hit home with your prospects.
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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 haters on the right. You are invited to read something else. I don’t want to spend the next week responding to hate comments.
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Perhaps Hope is a Selling Strategy After All!
- June 9, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard that hope is not a strategy – and it isn’t a strategy if you’re sitting there saying to yourself, “I hope I win this deal…”
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Managing and Overcoming Resistance is the Key to Sales Success
- March 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople encounter prospects with that kind of resistance only when they are making cold calls and then, only because most of them are so inept at lowering resistance!
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The Benefits of Completely Bashing Your Competition
- October 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m referring to the circus known as the 2016 Presidential Election. It has moved from ugly to downright terrifying as we watch two presidential candidates slinging the most horrible attacks on each other. And the worst part is that most of those attacks are well deserved. But there is an important selling lesson we can take from all of this. Does bashing your competition ever work?
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