sales tips
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Avoid Mistakes, Take Action, Overcome Resistance
- August 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Forbes Success Calendar for July 30, 2009 had the following quote:
“More people would learn from their mistakes if they weren’t so busy denying that they made them.” Anonymous
Great quote.
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!
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One Surprising Key to Selling Value
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Gary Harvey, my guest on this week’s episode of Meet the Sales Experts, has great advice for companies that are trying to avoid getting sucked into having the lowest price. His secret? Purchasing Agents have always told salespeople that they go with the lowest price. When he asks them why they do this, they always tell him the same thing. “Because it works on every other salesperson until we met you.”
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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How to Find More Sales Opportunities (without Cold Calling)
- June 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities. I’ve tackled delayed closings, so today, with a little help from my friends, I’ll tackle not enough new opportunities. I mentioned in my last post that (most of) you need three times more opportunities than ever before to make up for the late stage opportunities that aren’t closing right now.
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Put on Your Helmet – 3 Great Tips for Selling in This Economy
- June 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show! He was awesome.
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What Should You Tell Your Salespeople in this Economy?
- May 6, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I have written about what you must do with your salespeople in this economy. Would you like to hear what that actually sounds like?
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What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
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Good News Not a Substitute for Sales Force Competencies
- April 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you want to hear something crazy?
I’m a very prolific writer – not to say I’m a good writer, just that I post a lot. And of the dozens and dozens of posts from the last three months, would you like to guess what the LEAST read post was?
It was the one where I wrote about signs that the economy was improving! And one of the MOST read posts was the one where I wrote about the media making the economy worse.