Blog

  • 10 Critical Best Practices for Your Sales Force in This Crisis

    • April 27, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive.  For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.  

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  • Why Reopening the Economy Won’t Be Enough To Turn Things Around

    • April 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    They will begin reopening the economy in three phases, but with some restrictions.  Sounds exciting, doesn’t it?  It’s sure as heck much better than what we have today, but will it work?  In this article, I’ll explain why it won’t work like they hope, and what must occur for the economy to thrive again.

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  • Why the Future of Selling Won’t Resemble the Past

    • April 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s April 17 and nearly every salesperson is selling from home.  It’s just temporary, right?

    Maybe.  But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1.  So it’s back to the office and your territories, right?  Wrong.  You’ll still be home.  Welcome to the future of selling where I’ll share my top five reasons why.

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  • Companies Surprised by Unexpected Remote Selling Challenges

    • April 9, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often.  The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!

    For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.  But is that what’s happening?  In today’s article, I’ll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks.  I also included three videos that I extracted from a sales training session earlier this week.  You’ll be surprised!

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  • 15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

    • April 6, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What a month it’s been!  Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.  Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more.  In today’s article I’m going off topic so that I can share how we converted Objective Management Group’s (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

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  • Dave Kurlan’s Blog named Top 50 Sales & Marketing Blogs in 2020

    • April 2, 2020
    • Posted by: Kurlan & Associates, Inc.
    • Category: News
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  • Why You Will Finally Pay the Price of Not Selling Value

    • March 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • 3 Steps You Must Take Today to Save Your Company From This Economic Downturn

    • March 12, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).  We’re not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

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  • Kurlan & Associates named one of the first five sales training companies in Vendor Neutral’s Sales Training Landscape

    • March 6, 2020
    • Posted by: Kurlan & Associates, Inc.
    • Category: News
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  • The New York Times’ Misleading Article on Assessments and Their Use Cases

    • March 3, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology.  The story included specific assessments like The Myers-Briggs Type Indicator, The Hartman Personality Profile (Color Code), Plum, and DiSC.  Myers-Briggs reports on sixteen dimensions of personality, the Hartman Profile has four dimensions of personality, Plum uses AI to predict cultural awareness, teamwork and communications, and DiSC has four dimensions of behavioral styles.

    I had so many reactions to this article and I have attempted to collect and assemble them into a coherent article that I believe will be worth your while.

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