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How Top Salespeople Anticipate and Manage Resistance
- May 29, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, “The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase
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What You Should Never Do on LinkedIn to Do Business with Your LinkedIn Network
- May 16, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I don’t know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How
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10 Ways to Determine if Your Sales Prospect was Engaged
- March 8, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance
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Why Do You Think That Harvard Business Review Does This When it Comes to Sales?
- November 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For years now, Harvard Business Review and its Blog on hbr.com have been accepting articles on sales that are usually laugh-out-loud wrong. The information is sometimes old and outdated, usually not routed in science, and sometimes simply stupid. While they
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How This Awful Cold, Voicemail Message Could Have Actually Worked
- September 12, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The timing on these two events could not have been more perfect! Both occurred last week and I wanted to share them with you today. First came Dan McDade’s article – the first of three parts – on whether cold
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Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling
- June 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you are a regular reader, you might recall this great article on Selling to a CEO. In that article, I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship
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How to Get Your Sales Message to Resonate Every Time
- November 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is an article about getting your sales message to resonate – every time. However, before we can discuss that, I need to share a current, real world example. So bear with me.
Just like the news programs which, before
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Why I Was Kicked Out of a LinkedIn Sales Group
- July 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each day, I read several newsletters written by physicians who are also natural or homeopathic practitioners. They are proponents of natural health care, a nutritional diet, and supplements. They are vocal in their criticisms of the FDA, Big Pharma, and
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Are We Wasting Our Time on LinkedIn?
- June 29, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time?
LinkedIn is a tool that I use
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Selling Value – Everything You Always Wanted to Know
- December 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some news stories just don’t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk
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