Dave Kurlan

What is the Sales Stack and Do You Need it?

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!"  But are you?  You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if…

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. Unfortunately, the same isn't necessarily true in sales. Most salespeople who are struggling...

Using the Most Powerful Sales Tool to Get What You Want

My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity.  James Spader stars as international bad-guy Ray Reddington.  He's on the top of the FBI's most-wanted list but works with the a...

Change in Approach Leads to 304% Increase in Sales Effectiveness

You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your base...

Did You Know That The Beatles Taught us About Selling?

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other arti...

How Big of a Role Does Age Play in Sales Effectiveness?

I'll be 64 in November which means that just like everyone else, I'm getting older.  There are certain things that younger people do that change when they get older.  For example, younger adults : go to bars and night clubs but tend to choos...

How All Those Trucks on the Road Can Help You Stop Discounting

We've been doing a lot of traveling this summer to baseball tournaments (how one playoff game turned out), college baseball showcases and back. During these travels, one thing has become abundantly clear.  Trucks and construction.  Lots of t...

The Best Salespeople are 791% Better at This Than Weak Salespeople

The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot.  On the responsive scale, the third contractor was the best. …

The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

86% of all salespeople have beliefs that don't support ideal sales outcomes.  That's important because beliefs influence behavior, and appropriate sales behavior drives results.  Think about sales process, sales methodology, sales strategy a...

How to Transform Your Sales Pipeline Today

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me.  The various weeds were like the many types of opportunities in most sales pipelines.  Big ones, little ones, those ...

Putting Some Hollywood into Your Sales Presentations

Last week I wrote about First Impressions and today's topic is presentations.  That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo ha...

Your Last Chance to Make a Good First Impression

Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable. I can still remember my first (unintentional) lesson about first impressions.  My family was gathered at my grandfa...

How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism

Hang in there - this will be an article on sales - but you need to get through the big set up. Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages.  He said that a company owned by…

How Top Salespeople Anticipate and Manage Resistance

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times.  He said, "The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance." Many r...

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...

New Posts