Dave Kurlan
-
What is the Most Difficult Part of the Sales Process?
- December 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
Yesterday, I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, “What is the most difficult part of the sales process?” That sparked some -
Lost Sales, Deals, and Accounts – Fairy Tales or Dragnet?
- December 3, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, Dennis and I were reviewing Lost Deal comments for a client when we came across one that began, “In the end, when all was said and done…”
You really don’t have to read any further. You can easily recognize,
-
Opinion: Why Sales Win Rates Have Reached an All-Time Low
- November 27, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
One of the findings in the most recent Sales Performance Optimization Study, from CSO Insights, revealed that the win rate for deals has reached an all-time low. -
Study Says to Highlight 3 Features in a Sales Presentation
- November 25, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A very interesting article caught my attention on Inc. Magazine’s website. You must read the article in order to understand the following questions.
-
The Law of Opposites; Does This Description of Salespeople Offend?
- November 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
I’ll get to it, but first bear with me… -
Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats
- November 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
… -
Top 10 Ways Salespeople are Selling in the Dark
- November 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
Did you happen to see the movie Gravity?Early in the movie, the two astronauts, played by Sandra Bullock and George Clooney, lose communications with Houston. From that point on, they don’t stop talking to Houston, they don’t stop
-
Insider Opinion – Why Sales Experts Can’t Agree on Anything
- November 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I recently published, Increase in Social Selling Yields No Improvement in KPI’s. In addition to my blog, this article appeared on at least 5 other websites leading to many interesting comments and very strong opinions. The discussions, comments
-
Sales Candidate Shortage – More Proof That Sales Isn’t Dead Yet
- November 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
As you probably know, many people have been writing premature obituaries about the impending death of selling. Of course, that’s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently -
How Frequently Does Fear Play a Part in Sales?
- November 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
One of the many things that holds salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn’t allow them to exceed expectations and never has them succeeding beyond everyone’s wildest dreams is their fear of
Yesterday, I was leading a training program for a group of veteran 
One of the findings in the most recent 
I’ll get to it, but first bear with me…
Did you happen to see the movie Gravity?
As you probably know, many people have been writing premature obituaries about the impending death of selling. Of course, that’s been going on since at least 2006 when I posted my 
One of the many things that holds salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn’t allow them to exceed expectations and never has them succeeding beyond everyone’s wildest dreams is their fear of