Dave Kurlan

Data Shows That Your Sales Team is No Different Than Your Lawn

I just love it when our lawn looks gorgeous - thick, lush, and green, green, green.  Getting it looking that good requires fertilizing, aerating, thatching, over seeding, and frequent mowing, all things better suited to the landscaping company tha...

Selling Over Video – The Six Things You Must Do Next to Improve Your...

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform.  However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are ...

New Data – Most Sales Managers are a Disaster When it Comes to Coaching

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely.  I'm on a Mac so I open up the activity monitor to…

The Problem With Having Crappy Sales Managers

The lettering above the dials of our LG washing machine (pictured above when new) have worn off.  I went online believing I could get a replacement decal and while LG does not provide replacements,  they will replace the entire front panel fo...

The Correlation Between Milestones, Sales Process and Sales Success

The shit show known as 2020.  Many of us have heard that term used to describe this uniquely strange year.  Despite everything unusual about 2020, there have been some normalcies too.  We celebrated births, birthdays, anniversaries, Moth...

New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank.  The only problem is that the software that runs the check scanner isn't compatible with the Mac OS.  It only runs on Windows so w...

The Crucial Step Missing from Most Sales Training Programs

Most companies don't understand that crappy customer service is really a sales issue.  When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.  It become...

The Best Solutions for Hiring Great Salespeople for Your Company

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway...

FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews

I don't really care whether or not you like, approve of, tolerate, or agree with President Trump and/or the issues he stands for.  Doesn't matter to me.  And you shouldn't care what I think of him or which side of that invisible center line I...

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in.  He had some really useful things to share with...

Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

TToday we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter.  You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In ...

How to Achieve Sales Mastery – A Collection of Loosely Connected Paths

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together. I've been...

The Real Reason Why So Many Salespeople are So Bad at Selling

Would you like to start a business?  Can't figure out what business to start?  I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor…

One Thing Your Company Must Do Right Now to Increase Sales

Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools...

10 Critical Best Practices for Your Sales Force in This Crisis

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue.  At this point sales is about so much more than generating re...

Companies Surprised by Unexpected Remote Selling Challenges

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often.  The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, t...

15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

What a month it's been!  Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.  Green screens, virtual backgrounds, video calls and meetings, team chats, video...

3 Steps You Must Take Today to Save Your Company From This Economic Downturn

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).  We're not going to discuss any of those threes today but we will talk about the thr...

New Data Reveals a Finding That Correlates to Sales Success

We had a request for some data from one of our longtime partners.  My knee-jerk reaction to her request was that it would be a big nothing burger.  She asked for data that would show the difference between salespeople who are goal oriented an...

Is Your Sales Force More Like a Dunkin’, Starbucks or Panera Drive Thru?

On a frigid New England morning, I pulled into a Dunkin' drive thru and noticed that there were only ten cars ahead of me and that meant that it shouldn't take more than five minutes to get through the fast-moving line.  Contrast that to the…

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