Understanding the Sales Force
-
The Sales Process Milestone You Can’t Get Wrong
- May 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each year I eagerly await the arrival of May 11th. While that date is important in 2025 because of Mother’s Day, most years, it is the day when newly formed leaves finally reach full size (based on my observations since
-
MLB’s Replay Center Offers Lessons for the Sales Call Debrief
- May 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s Sunday night and I haven’t begun to write my Monday article, which is usually completed by Friday. I didn’t have an opportunity to write on Friday or Saturday because we were in NYC getting a private tour of the
-
The Biblical Sales Force Part 5 – Consequences and Some Baseball
- April 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s been several months since I wrote a new installment of my ongoing series, The Biblical Sales Force, where I discuss the similarities between the Bible and the sales team. For newcomers to the series, the previous installments are:
Part
-
Poison Ivy and 2 Powerful Lessons for Hiring Salespeople
- April 18, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, I wrote an article about hiring salespeople based on the Shania Twain song, Don’t Impress Me Much. Coincidentally, the sales hiring advice in this article is also loosely based on a song I heard. Over the years, I’ve
-
My Key to Building a Strong, Sustainable, Sales Pipeline
- April 16, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy.
When I was in the hospital for surgery in February, and during the recovery that followed, I had specific
-
Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople
- April 14, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play. I hadn’t heard that song in at least a decade and as I listened to the words,
-
How to Master the Sales Discovery Call
- April 11, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, my blood pressure crashed. While I didn’t do anything
-
Executive Leadership is the Key to a Lasting and Successful Sales Transformation
- April 6, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…Last week I wrote this important article about how you can use sales process to increase revenue by 28%.
The article was incomplete because while it discussed which category of sales process you had, what a proper sales process
-
Use a Custom Sales Process to Increase Sales by More Than 28%
- April 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Despite writing about sales process quite frequently over the years, this article will take a very different approach.
Let’s define a couple of terms:
Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with
-
How To Double Your Sales Pipeline in 30 Days
- March 31, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…April Fools.
We all get these spammy emails and LinkedIn messages on a daily basis which promise more meetings, more customers, an increase in revenue, and success like we’ve never seen before.
It’s April Fools every day!
Even the people