Dave Kurlan
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Harvard Business Review Blog Off Target on Sales Greatness
- March 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. His seven are:
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Why Salespeople Won’t Abandon the Early Demo and Presentation
- March 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you want your sales force to strive for sales excellence, the bottom line is that your salespeople won’t drive this transition and neither will a sales manager. You have to drive it. You must commit to it and it must be a sustained commitment. It’s not a do-it-yourself project, so you must also be prepared to do it correctly, get help from a results-oriented firm, and lead by example.
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How the Landscape Quickly Changes on Your Salespeople
- February 27, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Give your salespeople these two pictures and the next time they begin to think that everything seems wonderful, make sure they remember to brush the snow away, take off their rose colored glasses, and learn what the landscape truly looks like underneath the false interest.
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Sales Excellence Studies Propagate Mediocrity
- February 26, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you conduct a Google search for “sales excellence studies”, you’ll find more than 20,000 results. I’m sure that some results point to surveys which were conducted by others, but either way, that’s a lot of studies on sales excellence. If any of those studies were actually ground-breaking, insightful or truly representative of sales excellence, there would probably be fewer than a dozen. But there are not. There are many reasons why these studies are so lame, but let’s name just a few:
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Missing on the “Secrets to Developing Successful Sales Managers”
- February 21, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
An interesting article, Secrets to Developing Successful Sales Managers, by Xactly’s CEO, Christopher Cabrera, was posted on Selling Power’s 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis.
I thought that the first half of the article was spot on.
I thought that the second half was as bad as the first half was good.
Here’s why:
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View From the Top – When Salespeople Call on Purchasing
- February 19, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The single question that salespeople ask more than any other is, “When I’m with Purchasing, they don’t seem to have a compelling reason to buy and don’t care about our value-add. What can I do?” I’ll answer that question shortly. First, I have an analogy to help you see it from my perspective.
Take an elevator up at least 20 floors in Manhattan and immediately you’ll notice that the view from the top is mostly yellow – a sea of taxis mixed in with some limos and buses. From high above Manhattan, I saw these comparisons:
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To Salespeople, Demos and Presentations are Like Snack Food
- February 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn’t much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate.
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Dan Pink Hits and Then Misses the New Key to Sales Performance
- February 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do brilliant people, like Dan Pink, look at research and then reach faulty conclusions?
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Sales Hiring Chronicles: The Doctor, The Drug Dealer and The User
- January 31, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recruiters think that all of their candidates walk on water. Clients think that because of our assessment, quality advice and guidance that we walk on water.
So the recruiter sends 5 of the best candidates ever to the client, who has them assessed, and 3 are not recommended. The recruiter is upset, “Why are you using that stupid assessment? You don’t need that! I know these candidates and they’re awesome.”
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Top 10 Problems with Veteran Salespeople
- January 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For companies who want to grow revenue, veteran salespeople cause more problems than any other factor. After all, if you have a young, energetic group, there’s nowhere to go but up and everyone knows that they need to improve. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class.