Dave Kurlan
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Closing and Negotiating Challenges – Symptoms of Another Selling Problem
- April 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson
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Which Salespeople are Easier to Train – Millennials or Veteran Salespeople?
- April 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We brought home a puppy and we had him completely housebroken in 4 days. He’s really smart and we’ve done this before, a combination that makes it nearly impossible to screw up. To see him go to the door and
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What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers
- April 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That’s not $44 Billion that people wouldn’t have spent if not for Amazon. It’s money that people would have spent, at some retailer,
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The Future of Selling – Understanding This Crucial Sales Competency is More Important Than Ever
- April 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies, most of them
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…Sales Management is challenging. With coaching accounting for 50% of the role, it doesn’t leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales
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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling
- April 4, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over the years I’ve debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today
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Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching
- April 3, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What are your thoughts about Atlantis? Intrigued by the lost continent, I have read a lot about it over the years, including the book, Atlantis Beneath the Ice, which revealed where Atlantis is actually located. Cool! On a recent
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The Official 2017 List of 21 Sales Core Competencies
- March 15, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations
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Call Reluctance is Just as Popular as Ever!
- March 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to
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Managing and Overcoming Resistance is the Key to Sales Success
- March 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…[Another disclaimer – this is not a political post and I am not taking sides. I am simply using an example from President Trump’s recent address to the joint session of congress to illustrate my message about managing resistance when