Search Results
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Can Salespeople Really Double Their Revenue by Solving This One Challenge?
- October 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While there are several sales analogies I could point to for this turn of events, there is one in particular that is crucial if your company sells more than one product or service.
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Part 4 – The Real Story Behind the Sales Selection Fiasco
- October 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week we discovered a statistical difference between those salespeople who currently work for a company whose sales force was evaluated, and those sales candidates who were applying for sales positions.
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Why Half of the Sales Force Resigned This Month
- May 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a hidden problem that the CEO is unaware of and even the most accurate and predictive sales candidate assessment on the planet – ours – won’t overcome the issue. It’s worse than you can imagine!
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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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Closing Sales, Process, Hauntings, Training & More
- March 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I will explore the least-read articles I have ever written. That’s right. The least read. It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!” It’s actually not my worst writing.
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Attendee Testimonials
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Agenda
- January 26, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Overview
- January 26, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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The Difference Between Baseline Selling and Provocative Selling
- January 21, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell.
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The Secret to Success in Sales
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
What’s the difference between a motivated salesperson and the rest of the sales population? Is motivation enough to become successful? What about skills? Are superior skills enough to assure success? If you have superior skills and motivation will that guaranty success?