Dave Kurlan
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The Delayed Impact of Lack of Sales Commitment
- June 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While commitment is a single data point – not the be-all-end-all – it’s a very powerful and predictive data point as well.
If you are a client, upon learning that a top producer lacks commitment you might be asking, “How can that be?”
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Are You Looking for Salespeople with Entrepreneurial Spirit?
- May 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is it reasonable to expect your salespeople to live and breath your business? To bring it up wherever they go? With whomever they meet? Should it be part of the job description? Would it be authentic? Would it help?
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Sales Tips for Trade Shows and Major Accounts
- May 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The exhibitor and visitor attendance is more good news relative to confidence, spending and outlook in the business sector. The bad news is that the exhibitors were clueless as to how to get people to stop at their booths and engage.
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Top 10 Tips for Hiring Salespeople for Your Sales Force
- May 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, we will discuss hiring for the sales force but not so much the “how” of it as much as the importance of doing it for the right reasons, at the right time and in the right manner.
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3 Strikes and You’re Out – The Need for Sales Force Consistency
- May 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I place a higher value on consistency than I do on talent. I don’t care how much potential a salesperson has. If they aren’t performing the basics – consistently – then the talent is wasted.
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How Dell and Apple Use Customer Service as a Sales Force
- May 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written several articles about customer service and how quickly and easily they can passively sell your customers on defecting from your company and moving their business to a competitor. My favorite targets over the years have been Verizon, Dell and the airlines, but recently, my commercial insurance agent, and my accountant have accomplished this feat too. In this article, it’s Apple’s turn and just wait until you read this…
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Top 10 Video Blunders When Used as a Sales Aid
- May 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I love the fact that companies have video available to make email and Internet communication more personal; to deliver a more compelling visual message; to say with emotion what can’t be said in an email; to introduce themselves or their companies; to tell a story; and yes, to sell in a way that can’t be done with text.
But before you go crazy and decide to include or increase your use of video, let’s talk about the mistakes to avoid.
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Best Sales Strategy For Your Company
- May 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What would you do if one of your sales reps called at 5 PM on a Friday, the last day of the month, on the final day of a bad quarter and said, “Good News – I closed ___________!”(insert any huge company here)
You’d get excited, your heart would beat a little faster, you’d feel relieved because things seem to be turning around, and you’re thinking, “This is good, damn it.”
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Is Your Law Firm Anything Like Your Sales Consulting Firm?
- May 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So it surprises me that despite the value and obvious need for these benefits, many companies do not rely on sales consulting firms because they think they can do it themselves. Their egos get in the way…
Most of the clients I have helped over the years thought the very same thing!
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Derek Jeter Shows Salespeople How to Convert Leads to Opportunities
- May 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Derek Jeter, the leader and all-star shortstop for the New York Yankees, goes all out running hard to first base on every ball he puts into play. As a result, it’s easy for management to expect the same kind of hustle and effort from everyone on the team. After all, if the star does it, then everyone should do it. Other teams? Not so much. David Ortiz of the Boston Red Sox never runs hard on a ground ball so what does management say to a younger player who also fails to run hard?