Blog
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How to Finally Get Sales Selection Right
- June 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers.
My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series. I think there was far less talent on that championship team than on this year’s edition, but the 2013 team had a rallying cry (Boston Strong) and everyone overachieved. You can’t count on everyone overachieving each year, so in lieu of that, as Jim Collins would say, you must have the right people in the right seats.
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Why You Must Hire Salespeople Right Now
- June 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Forbes conducted a survey of Fortune 500 CEO’s and 82% of them said they would be hiring more people within 2 years. Why should that be important to you?
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How You Can Increase Sales During the Summer
- June 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It is concert season and salespeople tend to drag out their own old and inappropriate beliefs about selling in the summer.
For one, they work much less. I understand the need for a summer vacation, but why is the summer any different from when they take their winter vacation? They return from their winter vacation and work really hard, but for some reason, before and after the summer vacation, they hardly work. That’s lazy!
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Why Half of the Salesforce Resigned This Month
- June 2, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
The latest issue of Top Sales Magazine is available for download. Dave Kurlan’s article on page 18 was named Top Sales Article of the week.
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Dave Kurlan was one of “70 Top Sales Pros Who Revealed Their Most Impactful Sales Advice.”
- June 2, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Let’s be honest:
There’s nothing like the feeling of flying high after closing a massive deal.
But if you’re like most salespeople out there, you’ll also face times where every lead you touch feels colder than a Siberian winter (brrr!).
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Which Sales Book is a Must Read? Summer Sales Reading List 2015
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
My best-selling book, Baseline Selling, was named a Best Summer Read for 2015.
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Sales Enablement Thought Leader Interview: Dave Kurlan
- June 1, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
This short interview with Dave Kurlan about sales enablement on the B2B Community Blog.
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Stop Using Low Price as a Sales Crutch
- May 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
The Selling Power Blog featured this article of mine on How to Stop Using Price as a Selling Crutch.
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Connecting the Dots on Sales Management
- May 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you remember the morning that you couldn’t find your keys, but they were right there on the counter? Or the time that you couldn’t find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn’t find your car in the airport parking garage? And yes, it was right where you parked it. Sometimes, things are right in front of you and you don’t notice them! And that brings us to this sales management topic.
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Whiplash on the Sales Force
- May 26, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In many cases, difficult prospects are actually easier to sell because there isn’t a whole lot of competition. Most salespeople give up or lose the prospect’s respect before they get remotely close to doing any business with them.