Dave Kurlan

  • How to Prevent Crashing and Burning in a Sales Presentation

    • July 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So the increasingly difficult challenge for salespeople, even if they recognize it (and most don’t), is this: When they are invited in to present capabilities, they must compare it to driving into a dead-end alley.  They must shift gears into reverse because if they push forward they will crash, burn, blow-up and die.  

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  • Top 5 Sales Presentation Tips

    • July 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The one area where salespeople appear to be most comfortable and confident is when they are presenting. That is when they feel like they are in control and, unlike listening and asking questions, it is when they believe they can do a great job. The problem is that most salespeople do not understand how to present in the most effective ways. Here are some examples of what they do wrong and some easy to learn adjustments:

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  • Sales Confidence – How to Ask Any Tough Question Anytime

    • July 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or even ask why your prospect wouldn’t just make the easy decision and go with either the market leading competitor or incumbent.  Ready?  Simply keep your pipeline stuffed – busting at the seams – no place to put the next opportunity.  When you have enough opportunities in the pipeline you can say, ask or do anything – no worries.  And that’s what it takes to differentiate yourself from everyone else.  But when today’s opportunity is THE opportunity you’ll be afraid to say “boo” without worrying that you’ll mess up and lose the opportunity.

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  • If You Structure Your Sales Force Like the Big Companies…

    • July 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I read a White Paper about structuring sales forces and it got my blood boiling.  It wasn’t that it was a study about sales forces, and it wasn’t that it was a study using large companies.  I got upset because of the conclusion – that you should structure your sales force like the big companies.  

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  • Top 8 Reasons Your Biggest Sale May Not be Your Best Sale

    • July 12, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sometimes your biggest sale isn’t your best sale.  When biggest isn’t best, sometimes it is because:

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  • Some Salespeople Possess This Non Stop Sales Motivator

    • July 11, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you have anyone on your sales force that isn’t motivated by the usual methods but may something to prove?

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  • Top 20 Conditions that Dictate a Sales Force Evaluation

    • June 29, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of our Partners recently said, “We know how comprehensive a sales force evaluation can be, and we know how it works.  We know how powerful the findings and insights are, but when are the conditions right?”

    So, the Top 20 Conditions for a Sales Force Evaluation

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  • The Sales Manager as Ice Cream Man

    • June 27, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You may not be able to promise them ice cream in return for scheduling 8 new meetings this week, but I’m sure there is something that will motivate them to do it.  The question is, “what?”

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  • Is Moving From Vendor Up the Ladder Scary to Sales Executives?

    • June 20, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is actually the third article on this subject. Last week I posted this article which contains a link to the original article.

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  • Are Your Salespeople Vendors, Partners or Trusted Advisors?

    • June 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now here is what you can do on your end.  Get your salespeople to stop referring to themselves as vendors and salespeople.  How far does that get them when attempting to differentiate from everyone else?

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