• The Challenge of the Challenger Sales Model – The Facts

    • October 21, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If we are discussing a transactional sale, then he is completely correct.  Let the customer just buy what they want to buy and don’t complicate it.  But most of us in the sales consulting space don’t consult to companies with a transactional sale – that’s marketing’s job to get more people to buy!

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  • A Rare Paragraph or Two About Making Successful Sales Presentations

    • July 15, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When everyone presents, salespeople and companies are perceived as commodities and the sale is driven by price.  When salespeople take a customer-focused, consultative approach and actually become the value added, salespeople and companies are able to effectively differentiate, solve problems, and get paid accordingly.

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  • Inc Magazine Gets it Wrong on Sales Prospecting

    • May 31, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In his article, he shares a systematic approach for prospecting “loosely based upon a conversation with Thomas Ray Crowel.”  My interpretation of his use of the word “loosely” is that he contributed his own opinions to this systematic approach.  That makes the article all the more disappointing.

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  • Inc Magazine Gets it Wrong on Consultative Selling

    • April 8, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Inc. Magazine ran an article on its website that I just can’t ignore.  It’s making my blood boil.

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