grow sales
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One Thing Your Company Must Do Right Now to Increase Sales
- May 13, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes. But the really good news is for companies that are able to hire salespeople. Consider this!
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Why Reopening the Economy Won’t Be Enough To Turn Things Around
- April 20, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn’t it? It’s sure as heck much better than what we have today, but will it work? In this article, I’ll explain why it won’t work like they hope, and what must occur for the economy to thrive again.
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Fine Tune Your Sales Force as You Optimize Your Computer
- June 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I deleted about 10,000 sent items from Outlook, repaired the machine’s permissions, restarted the laptop, and it was performing to expectations again. I was excited about what I had accomplished in such a short time!
That process isn’t very different from what executives must do with an underperforming sales force.
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Sales Lessons from Baseball’s 2013 World Series
- October 29, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Instead of bad or wrong calls and decisions, I believe that it’s critical to frame decisions that don’t go our way as tough decisions rather than bad or wrong decisions. “Bad” is a judgment and leads to debate, while “tough” forces us to move on to lessons learned and action steps. It is far more productive.
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Vote the Best Top Article on Sales and Sales Management
- December 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is a pretty exciting time for us. We reviewed 1,000 articles which I’ve posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. It was not quick, easy, fun or obvious. They aren’t necessarily the most viewed and they do not have the most inbound links. But we did pick fifteen of the more serious articles. Some are articles backed by science and some are assessment comparisons. Five are on selling and two are articles where I debunked other published articles. Missing are the articles with analogies, humor and comparisons to children, but other than that, it’s a nice cross-section.
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What the Huge Patriots Win Teaches us About Sales Momentum
- November 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.
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Sales Prospecting on Steroids
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.
