• 10 Prospect Rules That Salespeople Must Learn to Break

    • January 24, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Like I said, this is not a COVID article because if it was, I could write a book about the data, science, policies and hypocrisies.  However, there is a sales equivalent to the stupid restaurant masking requirement and that is what we will discuss in today’s article.

    Have you or your salespeople ever been told by a prospect that they can’t:

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  • The Sales Assessment that Dave Kurlan Developed

    • February 9, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?

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  • Sales Prospecting on Steroids

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that.  How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.

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  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

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  • You Have an 82% Chance of Making a Hiring Mistake When…

    • September 2, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My guest on this week’s episode of Meet the Sales Experts was Ken Edmundson.  We were talking about hiring when he he said that there is an 82% chance of making a hiring mistake when management does not know how their candidate is wired.  He said it’s a mistake when they are fired, they quit, or they under achieve.  He went on to say that you can’t hire without an interview and a background check and you can’t hire by only doing those two things. 

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  • 180 and 360 Degree Assessments on the Sales Force

    • June 4, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are not a lot of companies that undertake 180 degree or 360 degree assessments of the sales force and that’s a good thing because there are so many limitations.

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  • Who Are Better Salespeople – Men or Women?

    • October 23, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Tom Peters said women are better salespeople than men.

    I wrote that Objective Management Group’s data proves that a greater percentage of women are stronger than men.

    Here is how that data breaks down:

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