Dave Kurlan

What Sales Leaders Don’t Know About Ego and Empathy

In the past week, three people had discussions with me about recruiting salespeople and suggested that the difference between successful and unsuccessful salespeople is...

Tom Peters Top 9 Items for the Sales Force

Tom Peters' newest book, the Little BIG Things, is well worth reading.  Recently, on his blog, he posted a more complete version of the...

Xobni as Sales Assistant, Pivots Help Close Sales

My guest on yesterday's edition of Meet the Sales Experts was Matt Brezina, the co-founder of Xobni. Do you have Xobni on your computer? ...

Sales 2.0 – The Answer to our Prayers or a Costly Distraction?

Every day I read, hear and get asked about the various modern methods for salespeople to meet, engage and get in front of prospects. ...

Anatomy of the Million Dollar Producer

I was listening to Red Sox manager Terry Francona being interviewed on one of Boston's sports radio stations the other day when I heard...

How Do Companies Retain Their Underperforming Salespeople?

I explain the difference between lousy salespeople and good salespeople in terms of line items and investments in this article. Tony Cole was my...

One Hidden Gem in 10 Sales Management Challenges

Hi Everyone, Here is the link for Yesterday's article, Lousy Salespeople vs. Great Salespeople - Line Item or Investment?  Below you'll find the link for...

Lousy Salespeople and Great Salespeople – Line Item or Investment?

Lousy salespeople are a line item but great salespeople are an investment.  It's actually much worse than that. The line item on your lousy...

Anatomy of the Worst Sales Call Ever

The company rep showed up and looked at the plumbing.  We had a very short discussion, mostly him telling me what he could do...

Football’s Pitch Count and its Connection to Sales Management

Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston's Sports Talk Radio station...

Who Do You Call When Your Sales Forecast is Busted?

When your short-term sales forecast indicates that you'll come up short this period (month), what do you direct your salespeople to do in order...

When the Sales Goals Change but the Behavior and Results Don’t

Suppose that you need your salespeople to find significantly more new business.  Perhaps you've wanted this for a while but it's only recently that...

Call Reluctance in Salespeople – Causes, Factors, and Predictors

I can't believe all of the positive feedback you've sent relative to the new White Paper on Sales Longevity - The Science of Predicting...

Customer Service Neutralizes Efforts of Your Sales Force

I am more convinced every day that the most overlooked and under-rated sales function in most companies is their customer service department. This extends beyond...

Sales Advice Hits the Spot in April Inc. Magazine

I wouldn't normally recommend Inc. for your Sales Force but the April 2010 issue actually has some helpful articles. Their Trio of stories, beginning on...

3 Sales Approaches of Elite Salespeople

On yesterday's episode of Meet the Sales Experts, my three guests, sales development experts Chris Mott, Frank Belzer and Rick Roberge, discussed the topics...

What Happens When Sales Expectations Aren’t Met?

There was a tremendous amount of hype surrounding the Red Sox-Yankees opening day game.  Two ace pitchers were to take the mound when Josh...

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