Analogies
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How Driving Down the Highway Will Help You Close More Sales
- January 22, 2024
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
If there is one thing that most salespeople are guilty of, it is voluntarily ending the conversation with more unanswered questions than answered questions. It doesn’t need to be that way either!
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How Our Veterinarian Can Help Improve Your Win Rate
- January 9, 2024
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Most repeat business is handled by salespeople with a number of different titles but the two that describe most of them are, Order Taker and Quoter. The salesperson receives the call or email where the existing customer asks for the price on something they may or may not be currently buying from this company. The order taker/quoter says, “I’ll get a quote right off to you!” While some of those quotes or proposals convert to sales, many more do not. Why?
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How to Always Respond Appropriately to Your Prospect
- December 21, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
When a salesperson experiences momentary panic, or forgets what to do or how to do it, that call, Zoom, or in-person meeting is over. It could even spell the end of that opportunity. I’ll explain how to Always Respond Appropriately to Your Prospect
Three ingredients influence events like these:
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My Latest on Using Email to Book New Meetings
- November 29, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Salespeople have been spoiled by inbound leads, outbound emails, and BDRs generating leads for them. As a result, those in sales for fewer than ten years never learned how and suck at cold calling. Those who used to cold call but have since stopped, forgot how to and also suck at cold calling.
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Coconut Flakes Help to Improve Sales Effectiveness
- November 6, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
My wife took me to a Vegan restaurant for lunch and I ordered a sandwich that consisted of coconut, lettuce and tomato on multi-grain bread. I not only didn’t hate it, I liked it. I showed my wife that it had bacon in it and she swore it didn’t. She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon. Fake bacon.
There are fake salespeople too.
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Apple Fritters and the 10 Keys to a Successful Sales Transformation
- October 25, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
For the first time, I knew what it felt like to totally suck at something other than golf.
The fritters came out mushy, like pudding. They lacked flavor, like cauliflower crusts. Instead of looking like apple fritters, they looked like cookies. You can’t believe what an epic failure this was! I would have been better off to outsource which, in the apple fritter world, would have meant a trip to Dunkin or Starbucks and it would have been perfect! And that, somehow, leads me to sales performance.
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What Elon Musk and Great Salespeople Do Differently Than Everyone Else
- October 10, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Elon Musk doesn’t care whether you like him or not. He doesn’t care what you think about him. He doesn’t care what you say about him. All he cares about is that he is getting a lot of attention.
How does this apply to sales and selling?
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Milestones in the Sales Process are Like the Stones in a Wall
- October 5, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
An ideal sales process has 4 stages, each with anywhere from 4 to 10 milestones that must be met in order to move to the next stage.
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Three Recent Hurricanes Show the Path to More Effective Selling
- September 18, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week. Freddy was excited to talk about his recent success and I have changed his name and company names to protect his identity. Freddy wrote:
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company
- September 11, 2023
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There’s no time like the present to hire salespeople but your sales recruiting strategy must consider the ever changing ebb and flow of the candidate pool. This article explains the five keys to hiring ideal salespeople for your company and has lots of data to back it up.
