Dave Kurlan

The Role of Preparation in Developing Top Salespeople

The Internet has made it easier than ever for prospects to find your company, a benefit of Sales 2.0.  The upside is that your leads are coming from unexpected places and you are getting audiences with prospects you may not have found ten years...

Are You Looking for Salespeople with Entrepreneurial Spirit?

We were at a party where many entrepreneurs happened to attend.  I found it interesting that the Architect, Commercial Insurance agent, Commercial Mechanical contractor, Building Materials Coatings provider, Estate Planner, and Financial Planner that I spoke with all brought up their businesses at some...

Sales Tips for Trade Shows and Major Accounts

Two topics that I don't seem to write about much came up in last week's episode of Meet the Sales Experts.  My guest was Sales Development Expert Chris Mott from Kurlan & Associates and we had a very good conversation about Trade Show Selling....

Top 10 Tips for Hiring Salespeople for Your Sales Force

Today, we will discuss hiring for the sales force but not so much the "how" of it as much as the importance of doing it for the right reasons, at the right time and in the right manner. We have more clients in the middle...

3 Strikes and You’re Out – The Need for Sales Force Consistency

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert. I wrote a great article for the Digital Magazine Alister & Paine called How Consistency Rather Than Heroics Drives Revenue.  It's a very comprehensive article and you should...

How Dell and Apple Use Customer Service as a Sales Force

I've written several articles about customer service and how quickly and easily they can passively sell your customers on defecting from your company and moving their business to a competitor.  My favorite targets over the years have been Verizon, Dell and the airlines, but...

Top 10 Video Blunders When Used as a Sales Aid

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert. I love the fact that companies have video available to make email and Internet communication more personal; to deliver a more compelling visual message; to say with emotion...

Best Sales Strategy For Your Company

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert. What would you do if one of your sales reps called at 5 PM on a Friday, the last day of the month, on the final day of...

Derek Jeter Shows Salespeople How to Convert Leads to Opportunities

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert. Derek Jeter, the leader and all-star shortstop for the New York Yankees, goes all out running hard to first base on every ball he puts into play.  As...

Aligning and Optimizing Sales and Marketing to Increase Conversions

Do you ever wonder how web pages help (or hinder) the sales effort?  I do. When salespeople follow up on leads their success has a great deal to do with the quality and freshness of the leads. When they fail they blame marketing for...

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 that effective salespeople have empathy and ego. These people probably use personality and behavioral styles assessments too.  Those assessments, always poorly...

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 Credo he included in the book.  Several of the items which, if not sales or sales force competencies, are certainly...

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?  If you do, you know just how helpful it is.  If you don't, all you need to know is that...

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.  Every day, the emphasis moves a little further toward the Sales 2.0 approach to getting found - LinkedIn, Blogs, Facebook,...

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 him say, "When we get information we try to know what information we are getting."  Huh? It turns out that he...

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 guest on this week's episode of Meet the Sales Experts.  Among his many helpful tips was his "Where's Waldo" exercise. ...

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 today's new article. You have a sales force and some of your salespeople are difficult to manage.  There are varying...

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 salespeople is only a fraction of what they really cost. Don't believe me?  Then answer these three questions: Do you have...

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 because he was an expert.  After about 10 minutes with me, he left.  Two days later I received an emailed...

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 today.  He said a couple of things that were quite compelling: When asked about pro football players that get in trouble,...

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