Dave Kurlan
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
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The Sales Assessment that Dave Kurlan Developed
- February 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?
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How Does the Salesperson Affect Price Shoppers and Negotiators?
- February 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople have a discussion about money, price shoppers usually make it very clear what their intentions are. On the other hand, negotiators don’t usually advertise their intentions in advance. Instead, they’ll negotiate after they have received a proposal.
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Your Salespeople Can’t Even Do That?
- February 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.
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The Difference Between Selling to Negotiators and Price Shoppers
- February 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth.
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The Ignorance Factor and Achieving Your Company’s Revenue Goals
- February 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?
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The Importance of Pride, Self-Esteem and Confidence in Sales
- January 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.
His top tips for success:
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Mass. Senate Race Alternate Ending Compares with Major Account Selling
- January 27, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By know you must know about the recent special Massachusetts senate race between Democrat Martha Coakley and relative unknown Republican Scott Brown, the eventual winner. Well guess what! If this hard fought campaign had taken place at the same time 49 other states were holding their senate elections, Martha Coakley would have crushed Scott Brown.
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3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring
- January 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this:
“If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don’t more companies use them?”
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What Makes You Think You Have a Sales or Recruiting Process?
- January 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s true. Executives brag about their processes. “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!” It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.