selling power

  • Why I Can’t Talk About This form of Rejection Anymore

    • November 25, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I want to ask for your help.  Please read these two rants and then comment – I really need your comments, inbound links and outrage to support my position.

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  • What Should You Do When You or Your Company is Disliked in Sales?

    • April 11, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I know. Everyone loves you. You are just so likable that it’s inconceivable that you could be disliked. As usual, I see things a bit differently and I’ll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG), is universally hated by an entire vertical! I’ll share that with you, but first I must ask you a question.

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  • Top 10 Reasons Why Inbound Cannot Replace Sales

    • August 15, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Well, it’s really happened now.

    I was following a discussion in the Hubspot VAR Group on LinkedIn, where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person.

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  • The Sales Epidemic That is Neutralizing Salespeople Everywhere

    • June 4, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve.  The article includes a really terrific video on the importance of tonality.  I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before.

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  • Are You Any Good at Evaluating Sales Talent?

    • February 11, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away.  Aren’t those the ones you like best?  Aren’t those, especially when they have industry background, the ones you hire?  And don’t they all perform just swell?  

    No?  Why not?  After all, they met all of your criteria, didn’t they?

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  • Missing on the “Secrets to Developing Successful Sales Managers”

    • February 21, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    An interesting article, Secrets to Developing Successful Sales Managers, by Xactly’s CEO, Christopher Cabrera, was posted on Selling Power’s 2/19/13 blog.  I suggest that you read it first, returning to this article for the analysis.

    I thought that the first half of the article was spot on.

    I thought that the second half was as bad as the first half was good.

    Here’s why: 

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  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

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