Search Results
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Book Chris
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Book Dennis
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Why Prospects Won’t Talk with You and How to Fix it
- September 24, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Would you put steaks and burgers on the grill before it was hot? Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches? Would a runner sprint without stretching? If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first? If the concept of warming up makes perfect sense, then why in the world wouldn’t salespeople do this?
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12 Proven Sales Hacks to Increase Sales
- June 25, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror, but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven’t heard in a while, is making the rounds again. In today’s article, we’ll talk about the sales improvements that readers are most interested in.
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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.
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Rebuttal to What Elite Salespeople Do Differently
- March 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article appeared through syndication on some other sites. On CustomerThink, an epic discussion followed this introduction and I have included more than 50 comments that appeared there. It started with this comment from Bob Thompson, who also happens to own the CustomerThink website:
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How to Sell More Effectively
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
Every salesperson wants to be more effective – unless of course they’re looking for early retirement. A salesperson made a call on me that serves as a good example of what most salespeople could do better.
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What The Experts are Saying
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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If Andre Agassi Was in Sales, Would He Be Ranked #1?
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Andre Agassi’s autobiography, Open, was a great book! I kept wondering what it would have been like if Agassi was in sales instead of tennis. Would he have been the best salesperson in the world? Would he have won all the biggest deals? Would he have earned as much money? So I thought about the areas that would have supported a quest for #1 salesperson, as well as those that would have thwarted the effort.
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To Salespeople, Demos and Presentations Are Like Snack Food
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn’t much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate.