Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation MORE
Image Copyright iStock Photos. Dave Kurlan Consultative Selling asking questions accurate sales assessment active listening MORE
Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. MORE
Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. MORE
Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact. MORE
Image Copyright BeeBright. 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. MORE
Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. MORE
We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. MORE
We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up. MORE
Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located. MORE
Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand? MORE
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. MORE
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. MORE
Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon. MORE
[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography. MORE
Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative. MORE
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. MORE
Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. MORE
I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. MORE
Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. MORE
Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions? MORE
Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? MORE
Image Copyright Cybrain. It didn't take very long for this to happen. 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. MORE
Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. MORE
Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. MORE
Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". MORE
Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. MORE
"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages. MORE
Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. MORE
Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well. MORE
Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! MORE
I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go. MORE
Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. MORE
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! MORE
Understanding the Sales Force
OCTOBER 10, 2017
Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X.
Understanding the Sales Force
APRIL 25, 2017
Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.
Understanding the Sales Force
JULY 5, 2017
I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.
Understanding the Sales Force
JULY 25, 2017
Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation
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Understanding the Sales Force
AUGUST 11, 2017
"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.
Understanding the Sales Force
MARCH 15, 2017
Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.
Understanding the Sales Force
AUGUST 2, 2017
Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research.
Understanding the Sales Force
APRIL 12, 2017
Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well.
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Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.
Understanding the Sales Force
OCTOBER 2, 2017
Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand?
Understanding the Sales Force
JUNE 19, 2017
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting.
Understanding the Sales Force
SEPTEMBER 26, 2017
Image Copyright iStock Photos. Dave Kurlan Consultative Selling asking questions accurate sales assessment active listening
Understanding the Sales Force
MAY 1, 2017
Image Copyright Cybrain. It didn't take very long for this to happen. 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.
Understanding the Sales Force
JULY 28, 2017
Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Understanding the Sales Force
SEPTEMBER 12, 2017
Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston?
Understanding the Sales Force
SEPTEMBER 7, 2017
Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact.
Understanding the Sales Force
SEPTEMBER 25, 2017
I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
Understanding the Sales Force
SEPTEMBER 5, 2017
Image Copyright iStock Photos. There is one simple thing you can do each day that will dramatically improve your sales effectiveness. But you don't think it's possible to do what the title says, do you?
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Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
Understanding the Sales Force
JULY 12, 2017
Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!
Understanding the Sales Force
FEBRUARY 7, 2017
Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.
Understanding the Sales Force
JULY 18, 2017
Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.
Understanding the Sales Force
JANUARY 30, 2017
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Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Understanding the Sales Force
FEBRUARY 23, 2017
Image Copyright BeeBright. 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.
Understanding the Sales Force
MAY 19, 2017
Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.
Understanding the Sales Force
MAY 23, 2017
Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.
Understanding the Sales Force
JANUARY 25, 2017
Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better.
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Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Understanding the Sales Force
APRIL 17, 2017
Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.
Understanding the Sales Force
MARCH 1, 2017
[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography.
Understanding the Sales Force
SEPTEMBER 15, 2016
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it!
Understanding the Sales Force
APRIL 3, 2017
Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located.
Understanding the Sales Force
JANUARY 3, 2017
We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year.
Understanding the Sales Force
MARCH 7, 2017
Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.
Understanding the Sales Force
AUGUST 16, 2017
Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?
Understanding the Sales Force
DECEMBER 14, 2016
I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius.
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