sales and selling

  • Only 11% of All Salespeople Do This at the End of a Sales Call

    • December 2, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Traditions are important.  They ground us, give us a sense of stability and purpose, and provide something that we can look forward to.  Rituals are like traditions in that they serve the same purpose, but occur much more frequently.  Selling, is filled with rituals, from the sales process we always follow, to those specific questions we always ask to those specific talking points, comparisons, and stories we always share.  Why?  They work!

    So it is with that sense of tradition that for the 10th consecutive year, I republish my Nutcracker article which is always the most popular article each December.

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  • Why Do You Think That Harvard Business Review Does This When it Comes to Sales?

    • November 18, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The most recent example of Harvard Business Review and sales stupidity came earlier this month when they ran an article on social selling being the solution to prevent salespeople from becoming obsolete.  I wrote this article on LinkedIn bring it to light and differentiate fact from fiction.

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  • Why Sales Leaders and Salespeople Get Frustrated

    • August 6, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You may not have control over external factors or forces but you do have control over how you react to them.  Take a step back.  Take a deep breath.  Clear your head.  Start over.  Choose one thing that you know you can fix.  Take action.  Then get help fixing everything that you aren’t sure you can fix.  One thing at a time.  You can do this.

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  • Two Fantastic Examples of Addressing Sales Objections

    • December 5, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As you read these, ask yourself whether I’m taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling.  Exactly 8 (including today) of the 985 articles, which I’ve posted to date mention politics or a politician.  By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama.  Can’t get any more balanced than that!

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