Search Results

  • One Thing Your Company Must Do Right Now to Increase Sales

    • May 13, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes.  But the really good news is for companies that are able to hire salespeople.  Consider this!

    read more

  • What is the Sales Stack and Do You Need it?

    • October 2, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You bought a really nice, new, laptop computer and you thought to yourself, “Now I’m all set!”  But are you?  You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables.  These are your accessories.

    You’ll also need cloud storage, a broadband connection, email, a browser and 20 or so software applications so your computer can help you do the things you purchased it to do.  This is your technology stack.

    But now there is a sales stack too.  What is the sales stack, and should you have one for your salespeople?

    read more

  • How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism

    • June 5, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Minimum wage employees are forced into those low paying jobs and the wealthiest Americans are to blame.  Why can’t low hourly wage workers seek and earn better paying jobs?  Is it lack of skills?  Lack of motivation?  Lack of commitment?  Lack of education? Lack of opportunity?  Lack of training?

    Why not sales?  Selling is a profession that employs 16 million in the US alone and for most sales jobs, especially with today’s lack of candidates, there is a laundry list of qualifications that are NOT required:

    read more

  • The New Salesenomics

    • May 24, 2019
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force
    read more

  • The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

    • June 18, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today we’re diving into sales management and specifically, the Sales Management Coaching Competency. What you read will surely disappoint and shock you and might even cause you to puke in disgust.

    read more

  • 9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

    • September 25, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I coach a lot of sales leaders and their most common frustration is that they can’t understand why their salespeople don’t seem to have the same urgency as they did when they were selling.

    read more

  • What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

    • April 17, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That’s not $44 Billion that people wouldn’t have spent if not for Amazon.  It’s money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead.  

    You may think it’s because Amazon saves them money but that isn’t necessarily true.  And you may think it’s simply more convenient to order from your laptop or mobile device but that might not be the case either.  I’m going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers.

    read more

  • The Future of Selling – Understanding This Crucial Sales Competency is More Important Than Ever

    • April 12, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Motivation is one competency where the changes have been dramatic over a very short period of time and today I want to share those changes, as well as how the changes impact salespeople, sales leaders and sales organizations.

    read more

  • Dissecting the #1 Sales Best Practice

    • August 26, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach.  The topic changes each week.  This is silly because (1) it just isn’t that simple, (2) it’s different for each selling role, each vertical, the decision makers they call on, their price points, the length of their sales cycle, and their respective competition, just to name a few.  In addition, when you ask multiple choice questions like this, the answers will be so varied that there won’t be even a few, never mind a single best practice.  Here is an example of what they asked this week:

    read more

  • Why So Many Sales Managers are So Bad

    • July 25, 2016
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force

    I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!

    read more