Dave Kurlan
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5 Steps to Coaching Your Salespeople Beyond Happy Ears
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I posted this article about Diagnosing and Overcoming Happy Ears on the Baseline Selling web site. And last week I wrote this article about Happy Ears and an empty pipeline.
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Understanding the Sales Force – Top 100 Blogs
- September 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s been a pretty good week for getting honored.
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Quote 85% Less – Sell 300% More!
- September 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in December I posted this article to my Blog on the concept of less being more. You should read that first.
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Happy Ears or an Empty Sales Pipeline?
- September 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Very often, when an opportunity dies, salespeople will ask their managers or me for help.
After debriefing, when it’s clear that the opportunity is hopeless, and the salesperson continues to ask for help, still wants to sche
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Why Some Lousy Salespeople Can’t Get Any Better
- September 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Chris Mott returned to Meet the Sales Experts this week and provided us with a show packed with good information.
We were discussing salespeople who don’t improve, aren’t motivated to do better and who resist training, development and coaching efforts of sales managers and outside experts. Chris said that much of this behavior is due to negative personal experiences that these salespeople had when being sold to by other, basically, horrible salespeople.
So I believe that as a result of this two things happen:
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Articles on Sales Training Impact
- September 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won’t work. The following articles deal with this topic:
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Hierarchy of Sales Coaching – How to Change Behavior
- September 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted a great article on hierarchy of success.
Speaking of hierarchy, here is what I believe to be the hierarchy for changing sales behavior:
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Sales Assessment Comparison – Objective Management Group versus Devine
- September 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not often that we get to compare the assessment results of an individual that took our assessment and another. Why? Because most companies don’t use multiple assessments that report on similar findings. Notice that I said “report on” and not “look at”.
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Frankie Valli and Jersey Boys Metaphor for Recession Worn Companies
- September 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is your company’s story memorable, riveting, powerful or relevant? How much adversity has your sales force overcome? How strong is their character? Are they so hell bent on success that they will truly do whatever it takes to succeed?
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Sales Prospecting on Steroids
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.