Blog
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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s discuss how the Trump economy will affect sales organizations.
It will be easier to schedule meetings – hooray!
It may be easier to reach decision makers – that’s awesome! They hide when they aren’t interested in spending.
Sales cycles will be shorter – that’s great news!
But with all that good news, I do have five warnings to share:
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How to Get Ready for Quota-Busting Sales Success
- January 18, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Is BANT a Sales Process or a Man-Made Disaster?
- January 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). The first page of a Google search revealed 10 articles were written about BANT in 2024 alone.
How is it that in 2024, people are still hailing BANT as a relevant sales tool?
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Timing – A Secret Key to Sales Success
- January 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Timing is easy to recognize. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Then there are all the occasions in the middle – the timing is neither good nor bad – where by asking the right questions and getting them to recognize they might have an issue you can help with, you do succeed at scheduling a meeting. These are the very meetings you want because early on, they aren’t talking with anyone other than you.
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Dave Kurlan’s Homicide Detective Article Was a Finalist for Top Sales Article of 2024
- January 7, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: News
Homicide Detective Makes Best Case for Sales Process was named a finalist for Top Sales Article of 2024 by Top Sales Magazine. Read it at https://www.kurlanassociates.com/understanding-the-sales-force/2024/homicide-detective-makes-best-case-for-sales-process/
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Selling Power Names Kurlan & Associates a Top 20 Sales Training Company of 2024
- January 7, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: News
SellingPower has named Kurlan & Associates as one of the Top 20 Sales Training Companies of 2024. This is the fifth year that Selling Power has bestowed that honor on Kurlan.
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Dave Kurlan’s Blog Wins the Gold Medal for Top Sales Blog of 2024
- January 7, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: News
Top Sales Magazine awarded Dave Kurlan, and Understanding the Sales Force, the Gold Medal for the Best Sales & Marketing Blog of 2024. Dave’s Blog has placed for Gold, Silver or Bronze in all 12 years of the award’s existence. Read the Blog at https://kurlanassociates.com/understanding-the-sales-force
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Top Five Benefits of Sales Process and Methodology
- January 6, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-centric, buyer-focused sequence of events. Listen to this five-second clip from a very popular holiday song to hear the foundation of sales process come to life.
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The Biblical Sales Force Part 4 – Accountability
- January 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign. On the contrary. It’s a privilege, and with it comes a requirement for sales excellence, not sales mediocrity.
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The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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 Year by looking back to January of 2024.
Last January, my first article included the introduction of my new Sales Grid. Check it out if you’re not familiar with it because it is a blueprint for quota-busting sales success. Then watch the short video that follows and read the article on how to achieve sales excellence.