Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing).  The first page of a Google search revealed 10 articles were written about BANT in 2024 alone.   How is it that in 2024, people are still hailing BANT as a relevant sales tool?   The post Is BANT a Sales Process or a Man-Made Disaster? appeared first on Kurlan & Associates, Inc ..read more

Timing is easy to recognize.  When the timing is right anyone who calls can get a meeting scheduled.  When the timing is bad, nobody who calls will get a meeting scheduled.  Then there are all the occasions in the middle - the timing is neither good nor bad - where by asking the right questions and getting them to recognize they might have an issue you can help with, you do succeed at scheduling a meeting.  These are the very meetings you want because early on, they aren't talking with anyone other than you.  The post Timing – A Secret Key to Sales Success appeared fir ..read more

Homicide Detective Makes Best Case for Sales Process was named a finalist for Top Sales Article of 2024 by Top Sales Magazine. Read it at https://www.kurlanassociates.com/understanding-the-sales-force/2024/homicide-detective-makes-best-case-for-sales-process/ The post Dave Kurlan’s Homicide Detective Article Was a Finalist for Top Sales Article of 2024 appeared first on Kurlan & Associates, Inc ..read more

SellingPower has named Kurlan & Associates as one of the Top 20 Sales Training Companies of 2024. This is the fifth year that Selling Power has bestowed that honor on Kurlan. The post Selling Power Names Kurlan & Associates a Top 20 Sales Training Company of 2024 appeared first on Kurlan & Associates, Inc ..read more

Top Sales Magazine awarded Dave Kurlan, and Understanding the Sales Force, the Gold Medal for the Best Sales & Marketing Blog of 2024. Dave's Blog has placed for Gold, Silver or Bronze in all 12 years of the award's existence. Read the Blog at https://kurlanassociates.com/understanding-the-sales-force The post Dave Kurlan’s Blog Wins the Gold Medal for Top Sales Blog of 2024 appeared first on Kurlan & Associates, Inc ..read more

Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-centric, buyer-focused sequence of events.  Listen to this five-second clip from a very popular holiday song to hear the foundation of sales process come to life. The post Top Five Benefits of Sales Process and Methodology appeared first on Kurlan & Associates, Inc ..read more

Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign.  On the contrary.  It's a privilege, and with it comes a requirement for sales excellence, not sales mediocrity. The post The Biblical Sales Force Part 4 – Accountability appeared first on Kurlan & Associates, Inc ..read more

For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions.  Nothing wrong with that.  But as someone who likes breaking rules and pushing the envelope, I'm starting the New Year by looking back to January of 2024. Last January, my first article included the introduction of my new Sales Grid.  Check it out if you're not familiar with it because it is a blueprint for quota-busting sales success.  Then watch the short video that follows and read the article on how to achieve sales excellence. The post The Requirements for Achievin ..read more

The people who enter sales immediately after high school or college graduation learn sales from the ground up and are better trained and prepared for what they will encounter and what they must do in those situations.  However, those who make career changes and transition to sales later in their career, don't benefit from nearly as much sales training, receiving mostly product training instead.  That forces them to rely on instincts, which are not based on sales experience or wisdom, and often guide them to do what makes them comfortable, as opposed to what makes them effective. The ..read more

If you've been reading this Blog for more than a couple of years, or since 2006, then you know that every December I post the best articles of the past year.  This year there are five articles listed in the category of best Sales Leadership articles, there are ten articles listed in the category of best sales articles of the year, and five more that are my personal favorites.  Additionally, I listed the top five video rants of 2024 to give you a bit more value while you are here. The post Top Sales & Sales Leadership Articles of 2024 appeared first on Kurlan & Associates, Inc ..read more