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Dave Kurlan

  • Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness
    • July 12, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you watch the Home Run Derby on Monday night? I’ve never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched.

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  • 30 Interesting Non-Selling Subjects to Make You Better at Selling
    • July 5, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England.  He is from the former Soviet Union and when he told me that he

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  • Sales Effectiveness – How to Win Every RFP That You Respond To
    • June 19, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI.  The resources, including people, time and money, required to respond to the specs from just one of these requests is

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  • Sales Science and Data Win the Day
    • June 15, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months.  Today, it’s more difficult to read that article, watch that video, listen to that

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  • Perhaps Hope is a Selling Strategy After All!
    • June 9, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’ve heard that hope is not a strategy – and it isn’t a strategy if you’re sitting there saying to yourself, “I hope I win this deal…”

    As you know, hope was a big news topic this week when James

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  • Predict the Weather but Control the Sales Forecast and Revenue
    • June 6, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It’s pouring rain and with the exception of 3 nice days in the middle of May, when the temperature was in the

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  • Phone Prospecting – the Key to Scheduling Meetings
    • May 23, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Cold calling is dead.  Not.

    Cold calling doesn’t work.  Untrue.

    Cold calling is a waste of time.  True if you suck at it.  False if you’re good at it.

    Even if you are following up on inbound leads your follow

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  • How to Simplify Coaching Salespeople
    • May 19, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We just completed a two-day Sales Leadership Intensive and that’s always a great experience for the sales leaders who attend.  The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching

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  • 7 Powerful Exercises to Up Your Sales to the Next Level
    • May 8, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Some things take a while to catch on.  In his book, Outliers, Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become “overnight sensations.”

    Shortly after I published

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  • New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
    • May 1, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It didn’t take very long for this to happen.  When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn’t take long for someone with a flair for analytics

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