sales excellence
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How to Easily Motivate and Incentivize Sales Pipeline Building
- June 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy,
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Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople
- June 12, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn’t that a great analogy for what happens when you miss, or skip a crucial step
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The Irony of Free Passes for Under Performing Salespeople
- October 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you aren’t aware of the crime taking place in most of America’s big cities, you have either been living in a cave or experiencing willful ignorance. Most of the alleged criminals are repeat offenders and those who are arrested
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How to Use Buckets to Improve Sales Performance and Coaching
- February 19, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When it rains it pours, especially when it’s coming down in buckets!
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The Top 10 Sales Articles of 2018
- December 13, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
- May 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were
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Persistence Over Polish – What the Top 10% of All Salespeople Do Better
- March 12, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the
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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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What We Can Learn from the Latest Data on Sales Motivation
- July 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We’ve been very busy implementing some new findings in our Sales Evaluations and Sales Candidate Assessments. Sales Motivation is just one of the 21 Sales Core Competencies that we measure, but as with all of the competencies, we go very
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New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
- May 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It didn’t take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn’t take long for someone with a flair for analytics