Dave Kurlan

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 ...

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked.  Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.  Elite salespeople have an avera...

Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

The difference between great salespeople and weak salespeople has been debated for years.  The articles in my Blog typically address these differences with science and data to support to my position.  For example, In 2018 alone I have writte...

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases.  Invariably, each drive back home has taken twice the time it should have because of road construct...

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...

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