Dave Kurlan

  • How to Achieve Sales Mastery – A Collection of Loosely Connected Thoughts

    • July 6, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together.

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  • New Data Reveals Interesting Differences in Salespeople’s Ability to Work From Home

    • June 25, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    John Pattison, COO of Objective Management Group (OMG), dug into OMG’s remote seller data, and learned that similar to the weather, things aren’t always what they appear to be.  The table below shows how this data changes according to sales experience.

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  • How Much Has Video Impacted the Way We Sell?

    • June 23, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In March, most salespeople were very uncomfortable conducting their business over video. Look at this article I wrote about video as recently as November!  Yet today, just three months later, 49% of salespeople prefer video to a phone call and another 28% don’t have a preference.  That’s quite a change!

    So how do salespeople feel about video?

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  • The Real Reason Why So Many Salespeople are So Bad at Selling

    • June 8, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In today’s article, I will explain why this problem exists and how it relates to a bigger problem in sales.

    The people who don’t return calls are usually technical in nature.  The garage door openers, gate electronics, and glass people are all entrepreneurs running small businesses and their expertise is not sales or customer service, it’s their technical subject matter expertise. 

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  • One Thing Your Company Must Do Right Now to Increase Sales

    • May 13, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes.  But the really good news is for companies that are able to hire salespeople.  Consider this!

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  • 10 Critical Best Practices for Your Sales Force in This Crisis

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

    But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive.  For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.  

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  • Why the Future of Selling Won’t Resemble the Past

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

    It’s April 17 and nearly every salesperson is selling from home.  It’s just temporary, right?

    Maybe.  But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1.  So it’s back to the office and your territories, right?  Wrong.  You’ll still be home.  Welcome to the future of selling where I’ll share my top five reasons why.

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  • Companies Surprised by Unexpected Remote Selling Challenges

    • April 9, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often.  The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!

    For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.  But is that what’s happening?  In today’s article, I’ll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks.  I also included three videos that I extracted from a sales training session earlier this week.  You’ll be surprised!

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  • 15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

    • April 6, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What a month it’s been!  Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.  Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more.  In today’s article I’m going off topic so that I can share how we converted Objective Management Group’s (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

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  • Why You Will Finally Pay the Price of Not Selling Value

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