Dave Kurlan
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Top 5 Reasons Why Sales Cold Calls Are So Awful
- November 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I listened to voicemails from three salespeople who cold called me.
The good news is that three people actually made cold calls! The bad news is that not much has changed. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I’ve ever heard.
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When Sales Leaders Don’t Lead With Their Strengths
- November 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received a request for all of my articles to date which reference Objective Management Group’s Sales VP/Director Assessment. I conducted a quick search and found – what? None! Out of nearly 1,000 articles, I hadn’t referenced OMG’s Sales VP/Director Assessment even once! I’ll fix that right now.
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Top 16 Problems with CRM
- October 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll write about solving the CRM problem. CRM is very problematic, not because there aren’t choices, but more because companies make bad decisions. Just a few of the problems with CRM are listed here:
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#1 Sales Presentation Tip from October 16 US Presidential Debate
- October 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out. If the prospect liked you going in, they’ll look for opportunities to support your presentation. If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.
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Unintentional Selling – Selling Customers on Defecting
- October 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, Verizon Wireless gets the brunt of my wrath!
I’m a planner. I make sure in advance that every detail has been covered because I hate surprises. So before my recent trip, I purchased a new smart phone after I was assured that it would work in Europe and Turkey. Then I called Verizon to confirm that my new phone would work in the three cities where I would be and I subsequently purchased Global Roaming.
Then, on October 9, it happened.
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Sales Assessment Findings and Cultural Differences
- October 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn’t participate in the global economic crisis as they’re simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation. I’ll repeat it here.
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How to Supercharge Your Sales Presentations
- October 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite the fact that most effective, consultative sales processes feature the presentation or demo in the final stage of the process, most salespeople jump to that event as early as possible. Why?
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Terrific New Sales Management Book
- October 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My colleague, Steven Rosen, has published a new Sales Management Book which you should read. It’s called 52 Sales Management Tips and it’s the kind of book that you can read in less than an hour! Each page has a very useful tip, every tip is consistent with what you read here three times most weeks, and every tip is time-tested and proven.
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Sales Assessment Findings – Interview is Another Preview of Performance
- October 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
when his clients didn’t care for a candidate who was recommended by our Sales Candidate Assessment, he was able to correlate his client’s perception to a single finding: Won’t Develop Relationships Quickly.
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The Importance of Positive Sales Attitude – A Tribute to a Friend
- October 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It just reinforced my belief that when you have salespeople who aren’t positive or kind, who complain or make excuses, or who lower your energy level or that of others, it is crucial that you replace them. It is addition by subtraction and you must be more concerned with the energy level than with replacing the production of those who are terminated.