uncovering budget

  • Coconut Flakes Help to Improve Sales Effectiveness

    • November 6, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    authentic salespeople

    My wife took me to a Vegan restaurant for lunch and I ordered a sandwich that consisted of coconut, lettuce and tomato on multi-grain bread.  I not only didn’t hate it, I liked it.  I showed my wife that it had bacon in it and she swore it didn’t.  She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon.  Fake bacon.

    There are fake salespeople too. 

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  • The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%

    • March 3, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I found Dinger with his nose glued to my front bumper where some of the deer’s hair was still attached to my car.  Dinger, who loves to bark at deer from the safety of our home, seemed to be saying, “Ohhhh, so THIS is what a deer smells like!”

    The exact same thing happened to a salesperson I was training.  It wasn’t a deer or a dog, it was about Jim’s sales aha moment.

    His team was asked to send me an email with their five biggest lessons from their first six months of training.  Among Jim’s top five was this one:

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  • Speed Limits, the Flow of Traffic, and Sales Pipelines

    • November 19, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I don’t get stressed anymore when I’m driving.  All it took was for me to not exceed the speed limit.  I’m not sure whether it was my navigation system repeatedly telling me to “obey all traffic laws” each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son.  I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.  It holds much more baseball equipment!

    There is an exception to not exceeding the speed limit.  When the flow of traffic in all lanes is moving exponentially faster than you are, you must increase your speed to match the flow of traffic or risk getting run over!

    That brings me to pipeline flow.

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  • New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

    • October 22, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My article revealed that salespeople who are burdened with the need to be liked are far less effective at selling than those who don’t have that weakness.  The biggest insight of all was that these salespeople were 47% less effective reaching decision makers!

    This article will take the same approach and use the same data from Objective Management Group’s (OMG) evaluations of 2,064,425 salespeople to look at salespeople who are uncomfortable having a financial conversation with their prospects and customers.  The latest data reveals that 60% of all salespeople have this weakness!  What do you think it will reveal?

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