stalled opportunities

  • Steam Vent Hack That Salespeople Can Use on Stalled Opportunities

    • August 23, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    steam vent in Hawaii

    The guide simply lit a cigarette, lowered it slightly into the vent, it reacted with the air and the steam, and significantly increased the output of steam.  A super simple hack that instantly causes a performance improvement gets your attention!

    Of course, that got me thinking about a simple hack that will significantly improve sales performance and I present one to you in this article. 

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  • The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money

    • September 27, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    discussing money

    The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople.  The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money.  These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process:

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