selling value
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Elements of an Effective Elevator Pitch
- September 24, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Why is your favorite sports team better than my favorite team?
Why do you like your political party instead of mine?
Why are you so loyal to the make of car you drive instead of the make of car that
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Using the Most Powerful Sales Tool to Get What You Want
- September 16, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He’s on the top of the FBI’s most-wanted list but works
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Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?
- December 10, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales
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Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?
- August 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My latest data mining project reveals that the answer to this question is a partial correlation.
Check out the two tables below and you’ll see just what I mean.
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Predictions for 2018 – The Sales Triad Will Provide Record Sales Growth
- January 29, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The economy is doing well, unnecessary regulations have been rolled back, the stock market is soaring, unemployment is low, consumer confidence is up, manufacturing has returned, companies are investing in the American economy, businesses are confident about the future and
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7 Reasons Why Prospects Go Cold and How to Avoid it
- January 5, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Outside of Boston, today is the day after the blizzard of 2018, it’s a winter wonderland, and the deep freeze we have been experiencing is expected to get worse, with extended periods of sub-zero temperatures and wind chills approaching -30
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Closing and Negotiating Challenges – Symptoms of Another Selling Problem
- April 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson
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Sales Podcasts and Video Interviews are Better Than Sales Articles
- January 27, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Regular readers know that I write a lot – more 2,000 articles on sales and sales leadership since 2006. I’ll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining,
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Sales 102 – The Pitch Deck, the Price Reduction and the Data
- September 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing
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4 Critical Changes to Go from Failure to Success in Sales Today
- July 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I’m in Florida, preparing to speak at a company’s national meeting. Like many companies, they have not only realized that selling has changed dramatically, but that their salespeople may not have adapted, developed new skills, and changed the way