Analogies
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How Much Sales Development Can Leadership Do In-House?
- July 17, 2013
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
From time to time, clients want to handle some of the services we provide in-house. “Why can’t we do the sales process ourselves?” They can, but a few questions come to mind. If they didn’t have an effective, efficient, optimized, formal, structured sales process for the last 20 years, where would this expertise suddenly come from to create this process tomorrow? What if they get it wrong?
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The Waffle Cone and the Mass Production of Salespeople
- July 2, 2013
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
For me, today’s waffle cones are a constant disappointment because they always fail to meet my expectations.
What does this have to do with selling?
Think about salespeople as a version of the waffle cone. In some companies, they are made fresh, and in other companies, especially bigger companies, they are mass-produced.
There are many ways of looking at th
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Salespeople Must Stop Snorkeling and Start Scuba Diving
- May 15, 2013
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
We talk a lot about the importance of using a consultative approach instead of a transactional approach to better differentiate and sell value instead of price. When we explain consultative selling, we usually emphasize the importance of listening and questioning. When we further explain effective listening and questioning, it becomes much more difficult to describe in a paragraph or in the absence of a demonstration or role-play.
Until today.
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Categories: Analogies, Salespeople Like Children, Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.