Dave Kurlan

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…

The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales cand...

An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

You hired a great salesperson that didn't work out.  You hired a so-so salesperson that did work out.  You hired another great one that kicked ass, and another one that was so-so.  That's the story of hiring salespeople.  It's mostl...

Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights

You seek out the best products, best stores, best websites and best experiences.  Doesn't it make sense to wonder about where you can find the best salespeople? I asked Objective Management Group's (OMG) COO, John Pattison, to dig into some of our...

Dave Kurlan’s Predictions for Sales Organization in 2020

Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE:  Selling is not as difficult or as simple as many would have you understand.   TWO: While there are certain...

The Most Successful Negotiation is The Negotiation That Isn’t Needed

The last few years it seems that each time it snows, even a little, they cancel school.  Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?  They weren't worried about such t...

Only 11% of All Salespeople Do This at the End of a Sales Call

This will be the 18th consecutive year that we attend the Boston Ballet's performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn't miss it for the world. Traditions are im...

Are You Using This New Technology to Generate New Opportunities?

Do you have Rainbow flatware?  Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings?  Yah, these things exist here.  You don't?  Me neither. Have you signed up to use a company that uses AI to generate leads...

A Tale of 3 Squirrels and Their Human Counterparts in Sales

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing. Squirrel #1, who I named…

What is the Sales Stack and Do You Need it?

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!"  But are you?  You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if…

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. Unfortunately, the same isn't necessarily true in sales. Most salespeople who are struggling...

Using the Most Powerful Sales Tool to Get What You Want

My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity.  James Spader stars as international bad-guy Ray Reddington.  He's on the top of the FBI's most-wanted list but works with the a...

Change in Approach Leads to 304% Increase in Sales Effectiveness

You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your base...

Did You Know That The Beatles Taught us About Selling?

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other arti...

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