Dave Kurlan

What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Last week I wrote about the deep freeze, why prospects suddenly go cold, and how you can prevent that from happening. That article was instantly as popular as any I have ever written.  I also posted a 6-minute  cold-calling rant on LinkedIn ...

3 Lessons that Apply to Every Sales Call No Matter What You Sell

It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker.  It's truly a magical show and even though...

Top 4 Reasons Why Salespeople Suck at Consultative Selling.

Image Copyright iStock Photos Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question....

Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Image Copyright iStock Photos What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma?  How about...

How to Get New Salespeople to Take Off Like a Rocket Ship

Image Copyright iStock Photos Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople...

Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Image Copyright iStock Images Sometimes things which at first sound really good turn out to be not all that great.  Take the recent eclipse for...

How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance

"That wasn't what I expected!"   You might say that after reading an awesome book, waiting for months and years in anticipation of the movie...

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Image Copyright Cybrain It didn't take very long for this to happen.  When Objective Management Group (OMG) announced that it was making its findings data...

Closing and Negotiating Challenges – Symptoms of Another Selling Problem

 Image Copyright Shironosov I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and...

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Image Copyright AdrianHancu Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere.  That's not $44 Billion that...

The Future of Selling – Understanding This Crucial Sales Competency is More Important Than...

Image Copyright donskarpo While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at...

The Official 2017 List of 21 Sales Core Competencies

Image Copyright Bluberries These days, changes happen faster than ever and the same can be said about professional selling.  Selling is evolving, the rules of business are...

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Image Copyright BeeBright Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills,...

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

I was listening to CNN on Satellite Radio and in between rants about the immigration ban, protests, the federal judge who issued a stay,...

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

Image Copyright 123RF Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in...

A Bit of Holiday Tradition to Spice up your Selling

What is your favorite part of the holiday season?  Do you have traditions that you follow every December?  For the past 15 years an important part of...

Have the Promises of Inbound Sales Come to Fruition?

Last week, I spoke at Inbound, where 19,000 people attended this sold-out event in Boston.  Ironically, I spoke to a crowd that wanted to...

Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales...

Image Copyright: kchung / 123RF Stock Photo Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than...

Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Image Copyright 123RF Stock Photo   If you are a regular reader, you might recall this great article on Selling to a CEO.  In that article I...

The Common Sales Success Secret Shared by Bill Walton and John Wooden

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead.  There are great stories and lessons, but the one I want to discuss...

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