Search Results
-
Book Chris
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
Book Dave
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
Book Dennis
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
Advanced Sales Hacks to Take Your Sales Game to the Next Level
- September 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In mid-August, I hosted approximately 20 veteran sales experts at our office in the Boston area. They were there to spend two days with me, hone their skills, and get coached up – some more. Again. They come every year! And each year, we not only accomplish that, but we usually come up with something new for them to bring back and take for a drive. Today, I decided to share one of the things we worked on this year.
-
More Junk Sales Science in HBR Blog
- April 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That’s right, they are all junk and junk is bad for you to consume. Over the years, there has been no better source of junk science written about sales and salespeople than the reputable Harvard Business Review Blog. Recently, they put out another absurdly awful piece, this one written by sales consultant, Steve Martin. As most of these articles do, “What Separates the Strongest Salespeople from the Weakest” attempts to use personality and conditions to differentiate the two groups. This comes on the heels of another horrible article I called out in March 2015, which led to this amazing epic debate on the science of sales, sales assessments, and sales selection. This is why this latest HBR article is yet another example of junk science.
-
30 Reasons Why 1 Million Sales Jobs Will be Obsolete
- March 30, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won’t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently. Here’s why.
-
30 Reasons Why 1 Million Sales Jobs Will be Obsolete
- March 30, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won’t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently. Here’s why.
-
What Happens When You Try Too Hard?
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
If you are in an industry that has been impacted by the recession, and you are doing everything possible to continue to bring in revenue, then you are working twice as hard, twice as long and twice as smart. If not, you are probably failing right now. Twice as long is plenty obvious. Twice as smart means planning the strategies and tactics you’ll use for each opportunity. But what about twice as hard? Is that working twice as hard today and tomorrow or is that working twice as hard with every prospect?
-
Speaking
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
When the Answer Isn’t What you Expected
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
How often does this happen? You ask your prospect a question, have a pretty good sense of what the answer should be, and their answer is not what you expected? For most salespeople it happens a lot. I have written a lot about questioning skills and listening skills but for this challenge, you’ll need listening skills and observation skills.