qualifying
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Top 20 Reasons Why Sales Opportunities Don’t Close
- January 28, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring.
In baseball, when a
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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Allow me to use Donald Trump, the 47th President of the United States, as my analogy for this article because his policies will be quite relevant for sales and business development over the next four years. If you aren’t interested
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The Nutcracker and 3 Sales Competencies That Cause Low Win Rates
- December 6, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We attended Boston Ballet’s Performance of The Nutcracker again this year.
We have been attending this performance as a family for nearly 23 years, a tradition my wife began that we treasure each holiday season!
I first wrote about The
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20 Ways Salespeople Waste Time and Lose Money
- August 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My wife and I add plants to our perennial gardens each year. She chooses the plants, decides where they should be placed, and I have the important job of digging holes. One thing I have excelled at in my hole
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10 Reasons Why You Can’t Outsell an Incumbent
- June 7, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It seems that nearly every time we (and our friends and colleagues) do business with a company, there is a problem and we must contact customer service. It always seems to go bad, as reps are unable to handle the
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Time for Closing Arguments
- May 29, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week, the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even
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Trump, The Iowa Caucus, and Sales Improvement
- January 16, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Regular readers know I like to start my articles with an analogy. Baseball analogies appear more than any other but analogies from politics are my favorites. I have used them very sparingly over the past fifteen years or so and
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The Best Sales and Sales Leadership Content of 2023
- December 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Welcome to my annual list of the best sales and sales leadership content of 2023. This year’s list has thirteen entries, including articles, videos, and LinkedIn posts. There are several categories including Most Read, Most Liked, Most Engagement, Best Quality
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Milestones in the Sales Process are Like the Stones in a Wall
- October 5, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Earlier this year, I wrote an article about building a stone walkway and how it is such a great analogy to sales process. Today I was watching stone masons build a stone column and while the focus is on
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The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money
- September 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In July, I wrote about Dinger tearing his ACL, and how well the doctor executed her sales process.
Dinger finally had his surgery and while going outside to do his business used to be quick and easy, it currently
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