INDUSTRY INSIGHTS YOUR PEERS ARE READING
Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player? MORE
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. MORE
Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. MORE
I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated. MORE
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. MORE
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! Today I give you a barrage of my own with three killer videos and a powerful data-packed article. MORE
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales. MORE
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. MORE
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars. MORE
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? MORE
A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. MORE
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. MORE
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. 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
Dave Kurlan sales core competencies objective management closing deals OMG Assessment delayed closings MORE
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? 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
How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available. MORE
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that. MORE
You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility. MORE
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. MORE
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. 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
I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. MORE
Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog. MORE
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities. Dave Kurlan Sales Coaching sales management training sales leadership training sales data MORE
Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. MORE
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. MORE
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. MORE
The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position. MORE
Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? 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
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it). MORE
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. MORE
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me. MORE
Understanding the Sales Force
OCTOBER 28, 2018
You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility.
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
OCTOBER 30, 2018
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.
Understanding the Sales Force
OCTOBER 22, 2018
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.
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A blueprint for turning average performers into top reps.
Understanding the Sales Force
OCTOBER 16, 2018
A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.
Understanding the Sales Force
SEPTEMBER 27, 2018
Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right?
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Understanding the Sales Force
OCTOBER 8, 2018
The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.
Understanding the Sales Force
SEPTEMBER 25, 2018
Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction.
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
SEPTEMBER 14, 2018
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities. Dave Kurlan Sales Coaching sales management training sales leadership training sales data
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Understanding the Sales Force
NOVEMBER 5, 2018
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it).
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Understanding the Sales Force
SEPTEMBER 13, 2018
Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog.
Understanding the Sales Force
AUGUST 27, 2018
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?
Understanding the Sales Force
AUGUST 14, 2018
Dave Kurlan sales core competencies objective management closing deals OMG Assessment delayed closings
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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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
Understanding the Sales Force
SEPTEMBER 18, 2018
I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.
Understanding the Sales Force
AUGUST 20, 2018
How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available.
Understanding the Sales Force
JULY 18, 2018
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! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.
Understanding the Sales Force
APRIL 30, 2018
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data.
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.
Understanding the Sales Force
APRIL 4, 2017
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.
Understanding the Sales Force
APRIL 24, 2018
Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?
Understanding the Sales Force
JANUARY 17, 2018
I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions.
Understanding the Sales Force
APRIL 16, 2018
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?
Speaker: Jeff Davis, Founder, jd2 Consulting Group
Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.
Understanding the Sales Force
JULY 23, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
Understanding the Sales Force
MARCH 19, 2018
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour.
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges.
Understanding the Sales Force
OCTOBER 11, 2016
Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question.
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
Understanding the Sales Force
JANUARY 15, 2018
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written.
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later.
Understanding the Sales Force
FEBRUARY 2, 2018
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there.
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.
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Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
Understanding the Sales Force
APRIL 26, 2018
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.
Understanding the Sales Force
DECEMBER 18, 2017
It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless.
Understanding the Sales Force
MAY 7, 2018
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere.
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.
Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce
Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.
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