Dave Kurlan
Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople (The...
Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own…
Why Sales Transformation Achieves Better Results Than Sales Training Alone
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious. Bringing it...
New Movie Has 3 Great Lessons for Salespeople and Sales Managers
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for ...
The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. At the same time each year I repost a seasonal favorite, an article I first wrot...
How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest…
The $225,000 Selling Mistake Most Salespeople Make
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often. 2 months ago, Bob agreed to a $25,0...
There is More Than One Type of Bias in Hiring Salespeople
Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble. While some bia...
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…