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  • Has Buying Changed and Has B2B Selling Adapted?

    • January 5, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today’s buyers are self-educated and salespeople mistake that knowledge for readiness. Salespeople tend to take the path of least resistance and the knowledge they mistake for readiness lulls them into the quote, proposal and order taking mode.  As a result, they don’t follow their company’s sales process or worse, the company’s sales process has been modified to reflect buyers being ready.  If the buyers were truly ready at this point they would actually buy but the additional options prolong instead of shorten the sales process.

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  • Follow This Advice to Schedule More Meetings and Spend Less Time Doing It

    • August 25, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Regular readers know that I’m all about the data and I have written nearly two thousand articles based on data from Objective Management Group’s (OMG) assessments of more than two million salespeople.  Occasionally however, I see data where incorrect conclusions have been reached and like the toad on the window, my conclusions run counter to theirs.  One such example is a beautiful infographic from sales playbook company Xant. I am going to share some of their data, graphics and conclusions and I’ll provide my counter argument to their conclusions.

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  • The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind

    • May 17, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let’s cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.  Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link:

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