Dave Kurlan

  • Selling Over Video – The Six Things You Must Do Next to Improve Your Look

    • November 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    At this point, most salespeople have accepted that the majority of their sales “calls” will take place over Zoom or similar video platform.  However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things.  In today’s article, we’ll discuss the next set of steps you should take so that selling over video can be as effective as possible.

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  • The Problem With Having Crappy Sales Managers

    • November 11, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Managers underperform at a mind boggling level.  Let me show you the degree to which most sales managers are unqualified.

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  • First Steps to Generate More Sales Opportunities Today

    • November 5, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • The Correlation Between Milestones, Sales Process and Sales Success

    • October 26, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back in the early 90’s, in the very early days of OMG, only 9% of all salespeople had and/or followed a sales process.  While that has improved dramatically in the last 30 years, to 45%, it is still way too low.  Check out these findings.

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  • The Keys to Fourth Quarter Sales Success in 2020

    • October 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’re probably going to hate this article!  I’m going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.  As always, if you can hang in through some of the preliminary analysis, I’ll make the pivot to sales and business.

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  • New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

    • October 15, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Compatibility is not only important, it could be one of the most overlooked criteria in hiring sales candidates.  Let’s do a deep dive! 

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  • Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

    • October 12, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Oh no, another post on the political climate.  Don’t worry, I’m not taking sides, I’ll be right down the middle, and very critical of both sides.  And stay with me for the pivot to the good stuff – my sales analysis.  Here goes!

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  • The Difference Between OMG and Extended DISC Assessments

    • October 7, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it comes to sales assessments, things are also not what they appear to be.  For example, take the FinXS Extended DISC which, at first glance, appears to have much in common with Objective Management Group’s (OMG) Salesperson Evaluations and Sales Candidate Assessments.  But are they the same, similar, or is it more like the Chinese rip-off?

    Let’s take a look under the hoods of both assessments and then you can decide.  We’ll begin with a comparison of the two respective dashboards.

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  • Top 10 Reasons Not to Test Your Sales Candidates

    • October 5, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Testing is not only normal, it’s expected.

    So why in the world is it so difficult to get Sales Leaders and HR professionals to test sales candidates?

    We hear everything, including this week’s top 10 reasons for not assessing:

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  • New: The 21 Sales Core Competencies for 2020 And Beyond

    • September 27, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Like Apple, OMG updates its assessments on a non-stop basis but rolls out significant updates a couple of times per year.  Last week OMG introduced the latest revision to the 21 Sales Core Competencies.

    There are thirty competencies in all, each with between six and twelve attributes but some are more important than others and OMG measures twenty-one of them in the following three categories:

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