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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 for $125. MORE
You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. MORE
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. MORE
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. MORE
It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. MORE
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 wrote in 2010 with 3 great sales lessons from the Nutcracker. MORE
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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 two completely different things. MORE
Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9 MORE
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 family, and that really pissed off Dinger! MORE
Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. MORE
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. MORE
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. MORE
When I made my predictions for 2020 I'm pretty sure I didn't predict a pandemic. Making predictions isn't easy. In the US, sales teams are coming off three robust years of sales growth and while revenue was up during that time, the percentage of salespeople hitting quotas was not. MORE
I read that Admiral James Stockdale , a Vietnam War veteran and former POW at the Hanoi Hilton , said, “You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they might be.”. His combination of faith and brutal reality was the difference between surviving long enough to be released from captivity, and those who died in captivity. MORE
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 price. I hope you hate it when that happens. MORE
When it rains it pours, especially when it's coming down in buckets! Dave Kurlan coaching Sales Coaching sales performance sales excellence MORE
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 - usually a 1-minute walk or less? MORE
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. MORE
32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. MORE
I want to ask for your help. Please read these two rants and then comment - I really need your comments, inbound links and outrage to support my position. Dave Kurlan Sales Force Sales 2.0 rejection conference trademark infringement selling power MORE
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. MORE
I experienced a number of firsts this week! Dave Kurlan prospecting scheduling sales appointments MORE
Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis. MORE
Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist. MORE
There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? MORE
The s**t 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. MORE
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 than me. Of course, some sun and water help too. MORE
I'll get to the content related to the title, but first, some context. Dave Kurlan sales hiring sales recruiting HR human resources sales leadership hiring salespeople sales assessements MORE
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. MORE
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. MORE
I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much. MORE
Understanding the Sales Force
JANUARY 21, 2021
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.
Understanding the Sales Force
MARCH 1, 2021
Today's post has nothing to do with selling, but is indirectly related because some of the businesses that have been hurt by the pandemic and the government's shut downs have sales organizations. In the US, the so-called COVID relief bill passed the house and we learned that only 9% of the 1.9
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Understanding the Sales Force
FEBRUARY 26, 2021
It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up.
Understanding the Sales Force
JANUARY 4, 2021
Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist.
Speaker: Matthew Hawk, President of B2bTrainers
The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.
Understanding the Sales Force
JANUARY 26, 2021
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 family, and that really pissed off Dinger!
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Understanding the Sales Force
JANUARY 18, 2021
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.
Understanding the Sales Force
DECEMBER 1, 2020
Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.
Understanding the Sales Force
FEBRUARY 12, 2021
When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill.
Understanding the Sales Force
OCTOBER 20, 2020
You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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Understanding the Sales Force
OCTOBER 15, 2020
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.
Understanding the Sales Force
DECEMBER 10, 2020
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either.
Understanding the Sales Force
NOVEMBER 17, 2020
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 two completely different things.
Understanding the Sales Force
FEBRUARY 11, 2021
When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill.
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“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
Understanding the Sales Force
JANUARY 28, 2021
I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much.
Understanding the Sales Force
FEBRUARY 19, 2021
When it rains it pours, especially when it's coming down in buckets! Dave Kurlan coaching Sales Coaching sales performance sales excellence
Understanding the Sales Force
NOVEMBER 11, 2020
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 for $125.
Understanding the Sales Force
DECEMBER 7, 2020
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.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
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.
Understanding the Sales Force
DECEMBER 21, 2020
I'll get to the content related to the title, but first, some context. Dave Kurlan sales hiring sales recruiting HR human resources sales leadership hiring salespeople sales assessements
Understanding the Sales Force
OCTOBER 5, 2020
Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345. Dave Kurlan sales hiring sales recruiting HR hiring recruiting assessment omg sales test personality test
Understanding the Sales Force
AUGUST 12, 2020
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.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Understanding the Sales Force
SEPTEMBER 27, 2020
Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis.
Understanding the Sales Force
DECEMBER 15, 2020
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 wrote in 2010 with 3 great sales lessons from the Nutcracker.
Understanding the Sales Force
JANUARY 8, 2021
When I made my predictions for 2020 I'm pretty sure I didn't predict a pandemic. Making predictions isn't easy. In the US, sales teams are coming off three robust years of sales growth and while revenue was up during that time, the percentage of salespeople hitting quotas was not.
Understanding the Sales Force
NOVEMBER 20, 2020
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 than me. Of course, some sun and water help too.
Speaker: Sandi Lin & Linda Schwaber-Cohen
In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.
Understanding the Sales Force
SEPTEMBER 21, 2020
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.
Understanding the Sales Force
DECEMBER 9, 2020
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 price. I hope you hate it when that happens.
Understanding the Sales Force
AUGUST 25, 2020
There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us?
Understanding the Sales Force
OCTOBER 26, 2020
The s**t 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.
Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems
We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.
Understanding the Sales Force
AUGUST 28, 2020
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 - usually a 1-minute walk or less?
Understanding the Sales Force
NOVEMBER 25, 2020
I want to ask for your help. Please read these two rants and then comment - I really need your comments, inbound links and outrage to support my position. Dave Kurlan Sales Force Sales 2.0 rejection conference trademark infringement selling power
Understanding the Sales Force
FEBRUARY 2, 2021
I read that Admiral James Stockdale , a Vietnam War veteran and former POW at the Hanoi Hilton , said, “You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they might be.”. His combination of faith and brutal reality was the difference between surviving long enough to be released from captivity, and those who died in captivity.
Understanding the Sales Force
NOVEMBER 5, 2020
I experienced a number of firsts this week! Dave Kurlan prospecting scheduling sales appointments
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
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