Understanding the Sales Force

APRIL 1, 2024

And although I’m beginning by referencing the sermon, this is not an article about Religion. Well was the sermon about salespeople? No, of course it wasn’t. But it sure as heck could have been. The Priest was talking about Catholics who attend church only on Christmas and Easter.

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Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Salespeople need to be better at prospecting instead of hiding behind emails and LinkedIn messages or waiting for BDRs to schedule less than stellar meetings for them. Some are written by sales experts.

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Understanding the Sales Force

MARCH 10, 2019

I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn. After you read his rant and related comments, please return to my article for a short tutorial on what's wrong with these emails and how to make them stickier.

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Understanding the Sales Force

JANUARY 14, 2019

Do you remember when LinkedIn got started? Most of the people I invited to join my network didn't have LinkedIn accounts yet. Do you remember reading your first Blog article? This article will be somewhere around #1,750 in the series and since that time my Blog has won 27 awards.

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Understanding the Sales Force

FEBRUARY 1, 2019

Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Perhaps you saw this too.

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Understanding the Sales Force

JUNE 25, 2018

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn.

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Sales Management Data Coaching LinkedIn 209

Understanding the Sales Force

JUNE 4, 2018

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. In this study, even I was surprised by what I found!

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Understanding the Sales Force

JANUARY 15, 2018

That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.

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Prospecting Cold Calling LinkedIn Video 225

Understanding the Sales Force

NOVEMBER 15, 2018

Last week I wrote an article that said companies are hiring the wrong salespeople 77% of the time. It was very popular and there was a great discussion on LinkedIn but similar to the junk food, you couldn't read that one article and move to another subject. Back then I couldn't stop at one. You need to have some more.

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Understanding the Sales Force

FEBRUARY 23, 2017

Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. As a matter of fact, I actually found the article refreshing.

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Selling Skills LinkedIn Up-Sell Sales 213

Understanding the Sales Force

JANUARY 17, 2019

In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?

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Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales.

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Social Selling Data Social Media Up-Sell 272

Understanding the Sales Force

NOVEMBER 16, 2015

This is an article about getting your sales message to resonate - every time. Last week, an article I wrote for LinkedIn went viral and included a large number of very good, very insightful comments that took the conversation deeper and wider. However, before we can discuss that, I need to share a current, real world example.

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Understanding the Sales Force

MARCH 7, 2017

Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Keep reading for the statistics on Call Reluctance, my take on that, and the Link to the Article. Image Copyright Christian Chan. new meetings per week?

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Call-back LinkedIn Relationals Conversion 168

Understanding the Sales Force

JUNE 16, 2016

If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Image Copyright 123RF Stock Photo. I had a theory about salespeople but didn't have the data to prove it out. Or wrong?

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Understanding the Sales Force

SEPTEMBER 12, 2016

First came Dan McDade's article - the first of three parts - on whether cold calling is dead. Then came the comments - most notably on LinkedIn - from both sides of the argument. Both occurred last week and I wanted to share them with you today. It was very well done and you'll want to read it.

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Understanding the Sales Force

MAY 2, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote this article and talked about how much selling has changed. But in that article, I only mentioned the need to differentiate and sell consultatively. The articles I wrote and mentioned here talk about it greater detail.

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Understanding the Sales Force

AUGUST 18, 2014

I wrote about becoming emotional last week in this very popular article , The Top 5 Mistakes Salespeople Make When Under Pressure. You might have missed the article that I wrote on Friday last week. (I It was an important article on Why Inbound Cannot Replace Selling and you should read it before the next paragraph.

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Understanding the Sales Force

AUGUST 15, 2014

I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. Should I back out? Do you think anyone will show up to hear me?

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Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Earlier this month, I wrote this article about Sales Methodology and today''s article focuses on successful Sales Models. I previously wrote this article about sales models in 2011. Understanding the Sales Force by Dave Kurlan.

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Understanding the Sales Force

DECEMBER 16, 2013

For me, it began two months ago when I posted, Now That You Have a Sales Process, Never Mind, in rebuttal to a stupid article about sales process being the cause of long sales cycles and low closing ratios. Then, in response to those who are proponents of demo-based selling, I posted, We''re Back to AIDA and You Should be Scared.

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Understanding the Sales Force

NOVEMBER 18, 2016

For years now, Harvard Business Review and its Blog on hbr.com have been accepting articles on sales that are usually laugh-out-loud wrong. The information is sometimes old and outdated, usually not routed in science, and sometimes simply stupid.

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Understanding the Sales Force

NOVEMBER 15, 2013

I proactively and consistently use LinkedIn, ToutApp, Hubspot, YouTube, Wistia, Postwire, HootSuite, MeetMe, Eventbrite and more. Bob Thompson left several comments on the article at the CustomerThink site. I''m actually a proponent of social selling, not a detractor.

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Understanding the Sales Force

JULY 8, 2015

You may be wondering what this has to do with selling or LinkedIn. Last week I wrote an article on whether or not LinkedIn was a waste of time and as with the medical newsletters I read, my LinkedIn article resonated with a lot of people. But as with the medical mainstream, not everyone was happy with the article.in

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Understanding the Sales Force

JUNE 16, 2014

The second scenario involves all of the entrepreneurs out there who, according to a December 2013 Forbes article , number around 20 million! I wrote an article that appears on the #1 site for Entrepreneurs, EvanCarmichael.com , that explains the 3 biggest obstacles Entrepreneurs face when they must sell and how to overcome them.

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Understanding the Sales Force

SEPTEMBER 21, 2015

if you have time to read only a single one of my articles this year, read this one on the great business disconnect that was published on LinkedIn. You won't be sorry. And if you want to see just how awful Microsoft's latest Office 2016 for Mac is, read this off-topic post here.

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Understanding the Sales Force

MAY 5, 2016

Regular readers know that I have written more than 1,400 articles to help them better Understand the Sales Force. Some of the articles won awards. A few were stinkers. I intended for all of them to be very helpful and I believe they are.

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Understanding the Sales Force

FEBRUARY 6, 2024

This article might seem like a faith-based article. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. I have written dozens of articles about coaching salespeople. Read any one of them here.

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Scale Hiring Coaching Promotion 261

Understanding the Sales Force

FEBRUARY 6, 2024

This article might seem like a faith-based article. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. I have written dozens of articles about coaching salespeople. Read any one of them here.

Scale 182

Scale Hiring Coaching Promotion 182