Dave Kurlan

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...

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...

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