Dave Kurlan
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Sales Execution – What Should You Pay Attention to?
- January 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Larry Bossidy and Ram Charan even wrote a best-selling business book titled, Execution. Yet in sales, we rarely hear anything as simple or basic. We’re far more likely to hear about competition, politics, relationships, price, marketing, or the product itself before we hear anyone utter execution as the reason for not winning an account or a deal. Why is that?
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Why Doesn’t Sales Methodology Get More Attention?
- January 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This brings me to my original question, “Why doesn’t sales methodology get more attention from authors, writers and bloggers, and why does sales process get most of the coverage?”
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What Percentage of Sales Candidates are Worthy of Being Hired?
- January 13, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse?
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Global Warming, Social Selling and The Sales Force of Tomorrow
- January 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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What Would You Do? Sales Force Attempts to Maintain Status Quo
- January 6, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is what can happen when salespeople have zero concept of selling; when knowledgeable, technical people are moved into selling roles without being trained to sell; when the sales manager is more interested in selling than managing; when the president doesn’t hold the sales manager accountable; and when there isn’t a sales culture.
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Combo Article Friday – Finding New Business and Sales
- January 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever.
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Top 10 Kurlan Sales Articles of 2013
- December 19, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The Future of Selling
- December 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My vision, of how the future of selling is shaping up, appears in today’s (the December 18, 2013) issue of Top Sales Magazine.
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Is the Concept of Sales Process Really Antiquated?
- December 16, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s really not sales process itself that is antiquated; it’s most people’s perception of sales process that is antiquated.
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What Is the Makeup and Function of the Ideal Sales Force
- December 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. They include: