Understanding the Sales Force

  • 10 Selling Scenarios When You Must Slow Down

    • February 7, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Rick Porcello’s thoughts about the importance of slowing down in certain situations and focusing on the present apply to the following 10 sales and sales leadership scenarios.  Slow down:

    read more

  • Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

    • February 2, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers.  While it’s not always a mistake, the most commonly discussed reasons include:

    read more

  • Sales Excellence: How to Close Anything and Everything in Any Vertical

    • January 30, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am going to share the real truth about closing and it’s quite different from what you’ve read, what you’ve listened to, what you’ve watched, and probably from what you’ve practiced.  Countless books, tapes, videos and podcasts have been devoted to closing techniques.  Thousands of companies deliver seminars and training programs to help salespeople develop their closing skills.  They’re all wrong and they have all wasted your time.

    I have written 1,600 articles and not once have I shared the closing secret that I am about to share in this article.

    read more

  • Sales Podcasts and Video Interviews are Better Than Sales Articles

    • January 27, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Over the years there have been a number of interviews that were well done, and worth listening to and/or watching.  A good interview is so dependent on the interviewer, the questions they ask, and their ability to go off script and let the conversation flow.  

    It is finally time to devote a series to podcasts and interviews.  Here are the top interviews with me from the past several years with the most recent at the bottom of the list:

    read more

  • 7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

    • January 25, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople?  The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.

    read more

  • The Fastest and Easiest Way to Reach Sales Greatness

    • January 17, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the things I hear an awful lot is, “Dave, how do you write so many articles?”

    1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work.  The secret behind that kind of prolific writing can actually help you too – to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money.  Would you like to know what that secret is?  I’ll share it below.

    read more

  • 7 More Tips on How I Sell More and Get More Done Part 3

    • January 9, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies.  This post presents Part 3, which although having a different perspective on selling more and getting more done,  stays away from selling-specific competencies like the other two entries.

    read more

  • How Learning to Drive Can Help You Achieve Sales Mastery

    • January 9, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.

    That’s all well and good – but it’s too complicated.  It’s much more like driving a car.  Let me explain:

    read more

  • 10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

    • January 5, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

    read more