sales personality

  • How Would These Sports Celebrities Perform in Sales?
    • October 23, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I wrote a very serious post earlier this week where I had the nerve to bring God into the conversation.  I thought it was appropriate because the biggest and most important take-away from that article was about being inspired and

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  • The Biggest Secret of Sales Rockstars
    • October 20, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event.  More recently, people have told me that I “Rocked!”  One time, as I was being introduced, an audience member came

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  • Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson
    • March 14, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    inclogoI just read the 13 Traits of An Outstanding Salesperson, an article that appeared on Inc.com.

    As usual, I had several thoughts about this so, in no particular order…

    • Note that it isn’t “The” 13 traits;
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  • 10 Sales Competencies of Steve Jobs
    • August 21, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    steve jobsI read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was

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  • Is Showmanship a Lost Art in Selling?
    • August 15, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bruce Springsteen at Fenway ParkI just realized that this is my third music-related post this week, but I’m going with it…

    Last night, we were among the 35,000 or so concert-goers at the Bruce Springsteen concert at Boston’s Fenway Park.  We have been to

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  • Selling Styles – How Many Styles Should Your Salespeople Have?
    • August 14, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    rscmWe were invited to see and hear a friend’s son perform in the Royal School of Church Music of America.  We were very impressed with the voices, performance and beautiful church service.  It was very memorable.  While we were

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  • Why Your Lowest Price Can Be a Barrier to Closing Sales
    • August 2, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Price Comparison and Sales ContextIt’s not really the price as much as it’s the context for which that price is provided.  Let’s take mobile apps for example.

    $9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even

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  • Keys to Successful Sales Negotiations
    • August 1, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    mlbIn the United States, Major League Baseball’s trading deadline passed today with some noteworthy moves by teams other than my Boston Red Sox.  Aside from my disappointment that the Red Sox failed to make an impact trade to help the

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  • 3 Types of Salespeople – Which are Best at Growing Sales?
    • July 30, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    sailsYesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote:

    “The pessimist complains about the wind.  The optimist expects it to change.  The realist adjusts the sails.”

    Translated for selling:

    “The

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  • The Unusual Case of Arturo – How He Sabotaged His Own Sales
    • July 26, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    ArturoOne of my clients owns a Mexican company which provides phone, video conferencing and surveillance equipment to integrators and end-users.  During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gunpoint.  He was

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