Economy

  • Why Reopening the Economy Won’t Be Enough To Turn Things Around
    • April 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    They will begin reopening the economy in three phases, but with some restrictions.  Sounds exciting, doesn’t it?  It’s sure as heck much better than what we have today, but will it work?  In this article, I’ll explain why it won’t

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  • How to Interpret Sales Revenue and Economic News
    • June 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    moneyI am having a disconnect with the bad economic news being reported.  Perhaps these conditions aren’t like this where you live and work, but here’s what I see all the time:

    • Can’t find a place to park at shopping malls
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  • 10 Steps to Record-Breaking Sales Revenues
    • June 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall.  You may even have some record breaking revenue months if, and it’s a big

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  • Put on Your Helmet – 3 Great Tips for Selling in This Economy
    • June 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show!  He was awesome.

    Here are some of the highlights from my conversation with Bill:

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  • Sales Cycles and Time – Is it Running Out?
    • June 1, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We are always focused on sales cycles.  Are they optimized?  Are they taking too long?  Can they be improved?  How many calls should they take?  Are we doing things that make the sales cycle take longer than necessary? For example,

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  • What Should You Tell Your Salespeople in this Economy?
    • May 6, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time I have written about what you must do with your salespeople in this economy.  Would you like to hear what that actually sounds like?

    I was recently interviewed on a morning talk show and you can

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  • Good News Not a Substitute for Sales Force Competencies
    • April 8, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you want to hear something crazy?

    I’m a very prolific writer – not to say I’m a good writer, just that I post a lot.  And of the dozens and dozens of posts from the last three months, would

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  • Good News About the Economy Positively Impacts the Sales Force
    • March 31, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I often get to see things six to twelve months before they happen.  When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over

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  • The Sales Force with Over Achievers That Don’t
    • March 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Huh?

    That’s right. Today I heard about a CEO who told one of my colleagues that all of his salespeople over achieve.  In the same phone conversation he mentioned that sales are down 20%.  Can you imagine where sales would

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  • A Call to Action for the Sales Force
    • January 21, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Al Gore has become more famous for his call to action against global warming than he ever was as Vice President of the United States.

    Pope John Paul II was noted for his “stand up for life” call to action.

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