sales
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Effective Selling is Less about the Words and More About How You Say Them
- April 25, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Two experiences this weekend support something I have been teaching for more than 30 years.
Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provolone. She responded, “We don’t have
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How You Can Increase Sales During the Summer
- June 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As I scrolled the list of concerts coming to Boston this year, two things struck me. Most of the bands that are touring were popular when I was young (don’t young pop artists tour too?) and the members of those
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Whiplash on the Sales Force
- May 26, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I don’t know too many people who saw the award-winning movie Whiplash. This past winter, Tom Schaff, an OMG Partner in St. Louis, recommended it and thought that I would love it. As luck would have it, we were
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Salespeople as Closers & 10 Other Sales Myths
- May 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It was a beautiful spring day and while I was walking to lunch yesterday, I was thinking about my sluggish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I
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The Importance of Resiliency in Sales and Selling
- April 22, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We saw Paul Blart – Mall Cop 2 and laughed a grand total of twice. It was inept comedy, a horrible sequel and a terrible movie. Despite that, it was a great example of resiliency as Blart is continually rejected,
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Trust in Selling is Becoming More Important Than Ever
- February 26, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Sales Execution – What Should You Pay Attention to?
- January 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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This is the 8th article in a January series on the Architecture of the Sales Force. Here are some of the others: -
10 Tips for Great Keynotes and Better Sales Presentations
- December 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Recently I was searching Google for a Keynote Speaker for Objective Management Group’s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their -
Sales Coaching Lessons from the Baseball Files
- May 24, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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As evidenced by one of my book titles, Baseline Selling, I have frequently borrowed from baseball when the analogy is more useful than the sales message. Although the following stories may appear to be about my son and/or his
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Non-Salespeople – Assets or Liabilities When They Face Customers?
- May 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Nearly 18 months ago, I posted an article about my experience with National Car Rental. Please read that for background before reading this article. Pay particular attention to the comments where Elizabeth, from National Car Rental, reached out to
I loved this short, but perfect post from Seth Godin’s Blog last week. It’s about the importance of trust. Please 
This is the 8th article in a January series on the Architecture of the Sales Force. Here are some of the others:
Recently I was searching Google for a Keynote Speaker for 
Nearly 18 months ago, I posted an article about