Relationship Selling
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The Impact of Relationship Building Challenges in Sales
- August 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you grew up in the sixties and seventies like I did, then you remember when TV shows had theme songs that were so good, they were also hit songs. A few that come to mind are the theme songs
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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success
- June 11, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting
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15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
- August 12, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week we moved our son into his dorm to begin his freshman year of college. The college President’s opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really
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The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
- May 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age! But to think that humans are responsible, that
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The Top 8 Requirements for Becoming a Great Salesperson
- January 14, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you’re young enough, some of the questions in the first few paragraphs won’t apply because you haven’t experienced the world without the innovations mentioned below. Don’t let that prevent you from reading this because after the milestones, we’ll get
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New Data Shows How Relationships and the Need to be Liked Impact Sales Performance
- June 4, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a
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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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What is the Best Sales Process for Increasing Sales?
- July 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I’m a baseball lover, die-hard Red Sox fan, and proud father of a 12-year-old baseball star. Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to
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Some Truths (You May Not Like) About Relationship Selling
- November 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I’ve heard this stated so many ways and so many times.“Dave, you need to know that our business is all about relationships!”
There are 4 possible relationship scenarios:
- Strong relationship and you have the business.
- Strong relationship, but you
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Sales Management Best Practices – Are Top Salespeople Challengers?
- April 29, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I like it, but that’s not entirely true. Read this article and be sure to read the comments
I’ve heard this stated so many ways and so many times.
I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I like it, but that’s not entirely true. Read - 1
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