Dave Kurlan

How to Magically Move Prospects into a Buying State of Mind

Most lies are truths to the people who state them.  Take climate change for example.  Climate change is clearly a real thing. The planet has been warming exponentially since the ice age!  But to think that humans are responsible or that...

Dave Kurlan’s 23 Steps to Improved Channel Sales

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?   When you purchase a Sony flat screen TV from Best Buy, do you consider yourself a Best Buy customer, a S...

How the Rubber Band Sabotages Sales Performance

I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Unlike strategies and tactics, where...

Are Salespeople Still Using the Hard Sell?

When you hear a phrase like the hard sell, do you instantly think of car salespeople?  Insurance?  Replacement windows?  No offense intended to those of you in one of those three industries! While someone's reference to a hard...

One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.  According to data from ...

Dave Kurlan’s 10 Rules for Effective Sales Emails That Connect With New Prospects

They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know  you get these emails too.  I had already decided to save some of these worthless emails for an upcoming article when Keenan pos...

Why Coaching Causes Some Sales Managers to Hold On for Dear Life

Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that do...

An Easier Way to Coach Salespeople – For a While

  One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coachi...

Do the Least Informed Salespeople Have the Loudest Voices

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news. When I listen to and watch the news, it seems that those on the fringes and representing special interest g...

The Top 8 Requirements for Becoming a Great Salesperson

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below.  Don't let that prevent you from reading this because after the mil...

Dave Kurlan’s 10 Surefire New Years Resolutions For All Salespeople

Like most people, this year I intend to make good on my New Year’s resolution.  It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If ...

Why are Half of All Sales Reps Still Missing Quota in a Booming US...

Around this time ten years ago, the US economy was famously tanking.  I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.  During 2008 and 2009 more than half of all US sales reps were miss...

How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust.  Take Baseball for example.&nbsp...

Would Henry Ford be Able to Sell Cars Today?

Cars were in the news this week when GM announced they were closing plants in the USA and President Trump pushed back.  So it got me wondering... What would Henry Ford think if he were alive today?  I'm thinking that he would ask, "What the ...

Speed Limits, the Flow of Traffic, and Sales Pipelines

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 ...

Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Lays Potato Chips.  Movie Theater Popcorn.  Toll House Chocolate Chip Cookies.  BBQ Ribs.  Fudge Brownies.  Rolos (a personal favorite from years ago).  All junk food which, after having the first one, you just can't stop...

The Wrong Salespeople are Hired 77% of the Time

94% of sales managers are optimistic about their salespeople.  That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Gro...

Examples of How Salespeople Lose Credibility with Their Prospects

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated.  So instead of an epic baseball related article, you're going to read about trust and credibility. Most salesp...

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data.  I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away f...

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

My wife and I have been watching 24 for the last few months and we've made it to season 7.  Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24... With that in mind, I will save ...

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