INDUSTRY INSIGHTS YOUR PEERS ARE READING
Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit. MORE
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. sales competencies Dave Kurlan Consultative Selling selling tips objective management group MORE
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams. MORE
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too. MORE
This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. MORE
Last week I wrote about First Impressions and today's topic is presentations. That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling? MORE
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out! MORE
No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day. Dave Kurlan video zoom MORE
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older. MORE
At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. MORE
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. Dave Kurlan prospecting lead generation email prospecting AI MORE
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 basement! MORE
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. MORE
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best. MORE
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. MORE
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination. MORE
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate. MORE
When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. MORE
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. MORE
Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts MORE
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. MORE
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA MORE
Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? MORE
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales MORE
Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. MORE
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? MORE
Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable. Dave Kurlan relationship building assessment omg the beatles objective management group Ed Sullivan MORE
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 artists to bring the total to 20! The Beatles. MORE
Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard. MORE
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. MORE
Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines. MORE
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". MORE
Understanding the Sales Force
MAY 29, 2019
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.".
Understanding the Sales Force
JULY 11, 2019
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics.
Understanding the Sales Force
MAY 3, 2019
Understanding the Sales Force
SEPTEMBER 24, 2019
At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages.
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Understanding the Sales Force
OCTOBER 1, 2019
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you?
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Understanding the Sales Force
AUGUST 26, 2019
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 artists to bring the total to 20! The Beatles.
Understanding the Sales Force
NOVEMBER 13, 2019
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. Dave Kurlan prospecting lead generation email prospecting AI
Understanding the Sales Force
SEPTEMBER 16, 2019
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.
Understanding the Sales Force
MAY 8, 2019
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales
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A step-by-step guide for building a comprehensive training playbook for your sales team.
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Understanding the Sales Force
SEPTEMBER 9, 2019
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 basement!
Understanding the Sales Force
AUGUST 19, 2019
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.
Understanding the Sales Force
APRIL 1, 2019
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA
Understanding the Sales Force
JULY 17, 2019
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
Understanding the Sales Force
MAY 23, 2019
Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.
Understanding the Sales Force
JUNE 18, 2019
Last week I wrote about First Impressions and today's topic is presentations. That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling?
Understanding the Sales Force
JANUARY 3, 2019
Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year.
Understanding the Sales Force
APRIL 11, 2019
This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks.
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
Understanding the Sales Force
NOVEMBER 6, 2019
No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day. Dave Kurlan video zoom
Understanding the Sales Force
JANUARY 14, 2019
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.
Understanding the Sales Force
NOVEMBER 5, 2019
Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it?
Understanding the Sales Force
MARCH 27, 2019
When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal.
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach.
Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.
Understanding the Sales Force
APRIL 5, 2019
About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else.
Understanding the Sales Force
MARCH 4, 2019
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams.
Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group
Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.
Understanding the Sales Force
JULY 8, 2019
Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.
Understanding the Sales Force
MAY 15, 2019
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.
Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
Understanding the Sales Force
OCTOBER 31, 2019
Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit.
Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego
Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.
Understanding the Sales Force
FEBRUARY 24, 2019
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too.
Understanding the Sales Force
FEBRUARY 6, 2019
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate.
Understanding the Sales Force
JUNE 14, 2019
Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable. Dave Kurlan relationship building assessment omg the beatles objective management group Ed Sullivan
Understanding the Sales Force
APRIL 22, 2019
Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
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