Oct 29, 2014 By Dave Kurlan

The Top 3 Mistakes Salespeople Make When Making the Pitch

Salespeople so look forward to demos and presentations that they skip most of the steps and milestones in their sales process to get there.  According to Objective Management Group’s statistics, 91 percent of salespeople don’t have or follow a sales process, and 83 percent conduct demos and... Read More

Sep 10, 2014 By Dave Kurlan

Would Customer Service Reps Accept a Job in Sales?

One shouldn’t have to think long or hard about the answer to that question. If your answer matches my answer, it will explain all of the not-so-good customer service experiences we’ve all had and point to the biggest problem facing the customer service industry. Did you answer, “Yes”? Wrong... Read More

Customer Service

Jul 24, 2014 By Dave Kurlan

How to Create Perfect Sales Conditions

“I’m living the dream.” At least that’s what they say when I ask them how they are. Or some version of “pretty good,” “great!” or “awesome!” or “couldn’t be better.” Salespeople are incredible when it comes to repeating expressions to describe how they wish they were. I don’t get too high and... Read More

Sales

Apr 28, 2014 By Dave Kurlan

The 5 Ways You Should Be Measuring Sales Performance

You have all these awesome dashboards, with color, data, and more information than ever before. But how should you use this information to measure your sales team’s performance? Way back in the 20th century, we measured revenue. There were some who went a bit further and measured activity,... Read More

Featured, Sales

Mar 11, 2014 By Dave Kurlan

Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. First, I received a cold call that went like this: "Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We're a company that.....oh no - the script disappeared... Read More

Featured, Sales