Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

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Understanding the Sales Force

FEBRUARY 9, 2024

The stats for the first week were: 42 resumes received 15 video views at the opportunity landing page 7 completed applications 7 completed sales assessments 4 recommended candidates by the assessment 4 five-minute phone chats 4 30-minute Zoom interviews 4 great candidates recommended to the client I’m done.

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Hiring How To Decision Maker Guarantee 193

Understanding the Sales Force

APRIL 6, 2020

Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. 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.

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Conference Video Groups Objections 382

Understanding the Sales Force

JANUARY 14, 2021

Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here.

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Understanding the Sales Force

FEBRUARY 26, 2021

My Twitter feed had the funniest 1-minute baseball video I have ever seen. Watch the video here. Even cricket fans from across the pond, soccer enthusiasts from around the world and hockey nuts from up north of the border will understand and love this video. It was pitcher fielding practice (PFP) and the coach was miked up.

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Understanding the Sales Force

MAY 11, 2022

Coaches will review game video and hitters will take extra batting practice to work on their mechanics and timing. Bullpens rarely blow 9 saves over a full season never mind over five weeks but if you look deeper, they wouldn't be in so many close games if their offense was producing.

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Understanding the Sales Force

DECEMBER 10, 2020

I'll prove it in the video below. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for. Don't believe me?

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Understanding the Sales Force

APRIL 9, 2020

I also included three videos that I extracted from a sales training session earlier this week. In today's article, I'll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. You'll be surprised!

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Company Face-to-face Consultative Selling Pipeline 353

Understanding the Sales Force

JUNE 25, 2020

Since then, things have improved, especially around the use of video. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.

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Data Groups Objections Video 296

Understanding the Sales Force

JANUARY 28, 2021

Today there were multiple videos showing wild triple plays in my Twitter feed. Each year around this time I start thinking about Baseball because I miss it so much. Baseball Hall of Famer Hank Aaron just passed away becoming the 9th baseball HOFer to pass in the last 12 months.

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Understanding the Sales Force

JANUARY 27, 2017

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. And a few dozen of them have won awards.

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Understanding the Sales Force

AUGUST 16, 2023

Watch my two-minute video on the subject. The post How Building a Stone Walkway Makes the Case for Sales Process appeared first on Kurlan & Associates, Inc.

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Understanding the Sales Force

APRIL 16, 2021

You probably saw video of Tiger Woods' destroyed GV80 and there was nothing the car could have done to stop him because he probably disabled the driver assist features and he may have been disabled as well. Long article for the weekend.

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Opportunity Advertising Advertising Video 203

Understanding the Sales Force

MARCH 13, 2024

Watch this short video to get my feelings and then continue reading for more. But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs.

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Understanding the Sales Force

MAY 1, 2017

Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

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Understanding the Sales Force

NOVEMBER 14, 2023

The work usually involves a combination of reading, watching video, participating in comprehensive sales training, receiving quality sales coaching, practicing (role-play) and having the courage to put their learnings into practice. Again, the stronger the Will to Sell, the more likely it is that a salesperson will do the work to improve it.

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Sales Methodology Groups Up-Sell Motivation 193

Understanding the Sales Force

JULY 18, 2018

Today I give you a barrage of my own with three killer videos and a powerful data-packed article. Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer!

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Data Video Decision Maker Sales Coaching 174

Understanding the Sales Force

JANUARY 15, 2018

The video, like the article, was about mindset, not scripting and tactics. 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. And last week I also posted an article about writing a good prospecting email.

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Prospecting Cold Calling LinkedIn Video 225

Understanding the Sales Force

OCTOBER 5, 2016

The video below is the funniest and best example of his use of words. But today, I'll play politician, reverse my position, and talk about why words are very important. I've written about the importance of words before too. When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.

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Video Positioning Examples Sales 231

Understanding the Sales Force

MAY 23, 2017

Then watch the video below that to hear me talk about how to get your prospects to pay attention to you on the phone. A Salesperson left a voicemail message today and he didn't sound bad but his strategy and his script were awful. Listen to the message below and try to identify what was wrong.

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Cold Calling Meeting Prospecting Call-back 232

Understanding the Sales Force

DECEMBER 22, 2014

Follow my lead and conduct video conferences. I use Zoom for HD video conferencing and AdobeConnect for my Webinar/Video Broadcast platform. Use email to confirm dates, times and numbers and exchange agreed upon information. Do what old-school salespeople do and have ALL of your non face-to-face meetings over the phone.

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Understanding the Sales Force

JUNE 15, 2017

Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best. As we close in on closing out the first half of 2017 (already!)

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Data Video Closing Sales 217

Understanding the Sales Force

SEPTEMBER 23, 2016

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. It sure could have!

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Video Prospecting Sales Sales Process 120

Understanding the Sales Force

SEPTEMBER 2, 2014

Top 10 Reasons Why Inbound Cannot Replace Sales (includes video). This is the One Thing Missing from the New Way of Selling - Part 1 (includes video). Getting Emotional at Dunkin Donuts, and Over Social Selling. Leads are Making Salespeople Lazier Than Old Golden Retrievers. One Thing Missing from The New Way of Selling - Part 2.

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Understanding the Sales Force

SEPTEMBER 22, 2016

You won't have to read much in today's post because I included most of it in a short video. I shared the story is in the 4-minute video below, along with a very important lesson. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training.

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Training Video Sales 120

Understanding the Sales Force

JUNE 4, 2014

The article includes a really terrific video on the importance of tonality. Watch this one-minute video for a quick exercise you can do - the results might be jaw-dropping. Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. Just say no.

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Territories Exercises Video ACT 268

Understanding the Sales Force

FEBRUARY 26, 2014

It only takes one shoplifter for a retailer to install a video surveillance system and/or detectors, lock their display cases, hide their merchandise and distrust all of its customers. Just one bad apple is all it takes to ruin it for everyone.

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Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

DECEMBER 18, 2013

Finally, Gazelles Growth Institute has added my Baseline Selling video broadcast to its lineup of top-notch, world-class speakers and on-demand courses. Tomorrow, I''ll present my Top 10 Articles of 2013 so that you can vote on your favorite. I''ll publish the winning article before we break for the holiday.

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Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

AUGUST 1, 2013

This 1:45 minute video explains how we calculate the number. Understanding the Sales Force by Dave Kurlan One of the questions I often field from clients that have had their sales forces evaluated is, "Can you please explain the opportunity finding?". c) Copyright 2013 Dave Kurlan'

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Revenue Video Opportunity Sales 218

Understanding the Sales Force

AUGUST 20, 2014

One of the attendees at this week''s training directed me to a video by ET, the hip-hop preacher. This short video is a great example of what strong Desire truly is. It simply means that the desire that got them there isn''t there anymore, but it doesn''t mean that they will no longer be successful.

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Hiring Groups Incentives Incentive 249

Understanding the Sales Force

NOVEMBER 17, 2016

To explain why it doesn't work, I recorded this 3-minute video to save you from having to read a long article. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

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Training Video Sales Company 120

Understanding the Sales Force

DECEMBER 12, 2013

10 Tips for Great Keynotes and Better Sales Presentations (includes bonus videos plus even more tips in the comments section). Study Says to Highlight 3 Features in a Sales Presentation (includes bonus video) (c) Copyright 2013 Dave Kurlan' Why Did the Move from Outside Sales to Inside Sales Take so Long?

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Study Outside Sales Inside Sales Video 203

Understanding the Sales Force

FEBRUARY 28, 2014

At the same time, the first email I saw today had a link to a very funny video – a spoof of a Pipeline Review being run by Hitler. Here is a link to that video on You Tube. So the storm and the video led me to the following thoughts.

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Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

MARCH 17, 2016

March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets. In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years.

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Comparison Sports Video Training 120

Understanding the Sales Force

JULY 24, 2014

Speaking of efficiency, Kyle Dougherty, from Prialto , sent me this very cool video today. It''s really an article about how to use tools and efficiency to increase your focus and sales. Talk about a tool that helps you to be efficient! Some people have efficiency in their DNA.

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Hubspot Inbound SalesForce Video 221

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! Then, Evan Carmichael did a terrific job interviewing me for this video on his YouTube channel. The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work.

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Airlines Video Channels Follow-up 186

Understanding the Sales Force

JANUARY 27, 2014

Watch this 2-minute video on sales coaching here. If you can''t see the video click here. You can read more about predictive assessments here. And you can read more about sales management here and sales coaching here.

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Case Study Study Lead Rank Lead Scoring 288