salespeople

  • How Much Has Video Impacted the Way We Sell?
    • June 23, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back in the old days, when you wanted to copy something, you would have said, “I’m going to Xerox this.”  And for years when you needed a tissue you would have asked for a Kleenex.  And when you wanted to

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  • 30 Reasons Why 1 Million Sales Jobs Will be Obsolete
    • March 30, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost.  Are you, or any of your salespeople at risk?  The article talked about four archetypes of salespeople and the two

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  • Top 10 Indicators That You Have a Trustworthy Sales Prospect
    • April 28, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    trustWhen we discuss trust, it’s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn’t trust you.  These issues led to my White Paper on Trust, a study

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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

    trustI loved this short, but perfect post from Seth Godin’s Blog last week.  It’s about the importance of trust.  Please read it before proceeding.  It’s also very consistent with the late Steven Covey’s philosophy as related in his book, The

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  • Everyone Can Sell. Not Really. Top 10 Reasons Why Not
    • May 22, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    ToSellIsHumanDan Pink, Author of To Sell is Human, has been getting a lot of well-deserved exposure.  He wrote a terrific book and most who have read it, really like it.  I don’t have a problem with his book because

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  • Did President Obama Do More Damage to the Image of Salespeople?
    • November 7, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    liarI would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), which may have been lost in the sea of mutual attack ads and name-calling.

    In an interview with Rolling Stone, President

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  • Did Your Salespeople Choose to Be in Sales?
    • January 5, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Even if you reviewed as many resumes as I do each week you might not notice this:  Most sales candidates did not have a sales position as their first job after college.  Most started as something else and then, out

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  • Top 10 Outcomes That Should Come from Sales Coaching
    • December 14, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When you coach a salesperson, which words should you hear that would tell you the session was effective?

    Not “Thanks” or “OK”.

    Think about how frequently you hear responses like:

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  • Top 5 Interesting Sales Tips
    • December 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My mother-in-law of nearly 20 years has strong opinions.  Whenever she is shown something, told about something, or experiences something, one of her possible reactions is, “That’s interesting.”

    When your salespeople explain your technology, methods, positioning, value added, warranty, or

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  • My Sales Process, Strategies and Tactics in Your Voice
    • October 10, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Our son has this comedy routine by John Pinette down cold.  He heard it once and can now do it for anyone.

    There is just one problem.  Our son is 8 and weighs all of 67 pounds so even though

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