Dave Kurlan

Finally!  Science Reveals the Actual Impact of Sales Coaching

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%.  It sounds like a realistic number but I have not seen any ...

Elite Salespeople are 200% Better in These 3 Sales Competencies

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport.  For example, in Major League Baseball, there are 30 teams with 25 players...

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in...

It's summer so they're digging up streets, repaving roads, and repairing bridges.  That leads to epic traffic jams, long commutes and tremendous amounts of frustration.  And you're late!  I've been doing my best impression of the diggin...

New Data – Are Experienced Sales Managers Better Sales Managers?

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople.  That article stimulated this great conversation on LinkedIn.  Following that article I dug fur...

The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior.  You would think there wasn't anything else going on! Y...

Sales Playbook and CRM Problems – What the Data Tells Us

I can't remember a spring where the pollen was worse than in 2018.  You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20.  A waste. Perhaps you have an irrigation system with a rain sensor ...

New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the fi...

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

  I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execut...

Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales

Whichever way you turn, wherever you look, and whatever you listen to there is data.  Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.  There is data everywhere.  5...

Discovered – Data Reveals the Biggest Obstacle to Closing More Sales

Humans have been waiting for thousands of years to discover the secrets of life.  Why are we here?  Why do bad things happen?  What happens after we die?  Is Heaven real?  What is God's plan for us? While many experts have att...

Improper Use of BANT Will Cause You to Kill Opportunities

I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.  In doing so, t...

Great Example of Why Sales Success Is Not Always Transferable

Would a NFL Quarterback make a good MLB pitcher?  Would a star MLB hitter be a great Pro Golfer?  Would an all-star NBA Center be an effective Lacrosse player? Right now, an event is occurring on the world stage that shows, in a ve...

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media.  I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer fo...

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...

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