sales effectiveness
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How Big of a Role Does Age Play in Sales Effectiveness?
- August 19, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ll be 64 in November which means that just like everyone else, I’m getting older.
There are certain things that younger people do that change when they get older. For example, younger adults :
- go to bars and night clubs
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Do the Best Sales Managers Have the Best Salespeople?
- August 27, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when
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How Salespeople Must Run Stop Signs and Red Lights – Legally
- September 5, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…There is one simple thing you can do each day that will dramatically improve your sales effectiveness.
But you don’t think it’s possible to do what the title says, do you?
Well, it is not only possible, it’s crucial –
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How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
- August 11, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…“That wasn’t what I expected!”
You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to
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Great, Previously Unread Sales Research Uncovered
- August 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I’m bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG’s great partners, forwarded me an article that appeared in the
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12 Reasons They Didn’t Like You Enough to Buy From You
- July 28, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Everyone has had this happen…probably more than once.
You worked hard and smart, thought you did a great job, expected to win the business, but didn’t. Later, you learned that the prospect “Didn’t really like your style.”
It’s not at
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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness
- July 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you watch the Home Run Derby on Monday night? I’ve never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched.
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30 Interesting Non-Selling Subjects to Make You Better at Selling
- July 5, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he
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Phone Prospecting – the Key to Scheduling Meetings
- May 23, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Cold calling is dead. Not.
Cold calling doesn’t work. Untrue.
Cold calling is a waste of time. True if you suck at it. False if you’re good at it.
Even if you are following up on inbound leads your follow
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The Fastest and Easiest Way to Reach Sales Greatness
- January 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of the things I hear an awful lot is, “Dave, how do you write so many articles?”
1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The