selling tips

  • Veteran’s Great Quote Makes News and Has Terrific Lessons for the Sales Profession

    • February 21, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I might not have nailed his quote word for word, but I’m sure I captured the gist of it. Just think of the sales lessons that can be taken from this!  The short video below is from the interview and below that I will share some lessons for the sales profession.

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  • The Crucial Channel Sales Strategy You Can’t Get Wrong

    • October 29, 2015
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force
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  • Great Selling Lessons in The Martian – But Should You See the Movie?

    • October 5, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It was with great anticipation, but limited expectations, that we went to see The Martian this weekend.  Not only was it the first book that I read where the movie was even better than the book, but there were some great, important lessons on selling to large organizations too!

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  • Why Prospects Don’t Buy From You Today!

    • October 29, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Engagement.  There is a huge connection between what I experienced with the World Series, and what prospects experience with salespeople.  If you can understand and apply this analogy it will make a huge difference in the quality of your calls and meetings.  Here are the four most important things for you to know.

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  • My Top 21 Keys to Help Your Sales Force Dominate Today

    • July 8, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you have salespeople who are busy, but struggling to succeed?  Do you have salespeople who are putting in long hours, but don’t generate enough business in relation to the time invested?  Do you have salespeople who find enough opportunities, but struggle to get them closed?  In my experience, there isn’t a correlation between busy and successful.  Oh sure, successful salespeople may be busy and busy salespeople might be successful, but one being true does not necessarily mean that the other is true as well. 

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  • Top 10 Problems with Channel Sales – Don’t be Held Hostage

    • May 9, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The salespeople charged with selling to and through a channel are different – in many ways – and their goals, expectations, activities, skill sets and strategies must be different as well.

    When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces.  Channel sales is quite different.

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  • Top 10 Reasons Salespeople Can’t Move the Conversation from Price

    • July 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are other factors that could contribute to salespeople regularly finding themselves in a price-sensitive discussion:

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  • Baseball and Selling Revisited – A Powerful Analogy

    • June 12, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A salesperson tells you about a great-looking opportunity that has been forecast to close this month.  “We’re definitely getting this and it’s an awesome opportunity for us.  We’re going to knock this one out of the park!”

    At the end of the month, the deal hasn’t closed and you question your salesperson about it.  You are told that the decision-maker has been away on vacation, but as soon as he returns, the deal is sure to get done.

    A month later, nothing has changed.  This time, the salesperson admits that he has had a little difficulty reaching the decision-maker, but he is sure that nothing has changed.  You are assured that everything is good.

    Six months later, when the deal still hasn’t closed, you force the salesperson to archive the opportunity with the salesperson still not understanding what went wrong.

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  • Election Day – Like Decision Making Day for a Sales Opportunity?

    • November 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Politicians get elected one vote at a time.  Salespeople win sales one prospect at a time. 

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  • Three Ways I Can Help You Feel Better about the Economy

    • January 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Start with this. Thanks to my friend and best-selling author Dan Millman, of Peaceful Warrior fame, for turning me on to this light-hearted take on last year.

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