Dave Kurlan
-
Are These the Best Roles for Shy People in Sales?
- May 12, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received an email inviting me to review and share an infographic on shy people in sales. Being an introvert myself, I thought it would be interesting to check it out and see if it resonated. When I finally
-
The 3 Most Important Questions about Sales Process and My Answers
- May 9, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sales Process is a topic that I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning to
-
Why Salespeople Need to Negotiate and 10 Other Timely Sales Lessons
- May 5, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Regular readers know that I have written more than 1,400 articles to help them better Understand the Sales Force. Some of the articles won awards. A few were stinkers. I intended for all of them to be very helpful and
-
Can Free Sales Content Send You Down a Dangerous Path?
- May 2, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Did you ever drive down a street and see a “free stuff” sign? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It even could have been free kid’s stuff. Nearly all
-
Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are
-
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
-
How Coyotes are at the Heart of Sales Motivation
- April 21, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks, rabbits, deer, the family of foxes that live on our property, and on most nights, we hear coyotes. We usually hear
-
Bigger Sales Pipelines – The Dangerous Truth
- April 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I usually get notified when new sales studies are published and I’m asked to link to those reports from my Blog.
Last week I was invited to download the 2016 InsideSales.com Business Growth Index Report. I read through it
-
What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked
-
What Should You Do When You or Your Company is Disliked in Sales?
- April 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I know. Everyone loves you. You are just so likable that it’s inconceivable that you could be disliked. As usual, I see things a bit differently and I’ll prove that there is someone that not only dislikes you, but might even hate you.