Understanding the Sales Force
-
Timing – A Secret Key to Sales Success
- January 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you enjoy meeting celebrities?
I’ve had the opportunity to meet some through chance encounters and when I was in the music industry in the late 70’s and early 80’s, it was arranged for me to meet many star musicians.
-
Top Five Benefits of Sales Process and Methodology
- January 6, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston. Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand
-
The Biblical Sales Force Part 4 – Accountability
- January 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As I continue my journey through the Bible, I’m still reading Numbers and in chapter 12, verse 26, God tells Moses that there will be dead bodies among those who turn away from God.
At this point in the Bible,
-
The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Happy New Year everyone!
For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New
-
Why Most Salespeople Require More Training and Repetition
- December 12, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…While in Church on Sunday, it hit me that while I’m still reading from the prayer book, the vast majority of the congregation knows the prayers and responses by rote. Why don’t I know the prayers and responses by rote?
-
Top Sales & Sales Leadership Articles of 2024
- December 12, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you’ve been reading this Blog for more than a couple of years (or since 2006) then you know that in December I post the best articles of the past year. This year there are five winning Sales Leadership articles,
-
Everything About Baseline Selling on One Page
- December 11, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place.
Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005.
-
The Nutcracker and 3 Sales Competencies That Cause Low Win Rates
- December 6, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We attended Boston Ballet’s Performance of The Nutcracker again this year.
We have been attending this performance as a family for nearly 23 years, a tradition my wife began that we treasure each holiday season!
I first wrote about The
-
Three Dog Night Classic is Foundation for Present Day Selling
- November 26, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Randy Newman has written a lot of hit songs. The two most popular were probably Short People and I Love LA but he also wrote the music for Toy Story and Monsters, Inc.
In 1970, Three Dog Night recorded one
-
The Biblical Sales Force Part 3 – Numbers: Metrics and KPIs
- November 23, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. What is Numbers if not God’s mandate to Moses about, well, the required numbers for success?
While there are several