Understanding the Sales Force
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Top 20 Reasons Why Sales Opportunities Don’t Close
- January 28, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Best Top 10 Lists, Understanding the Sales Force
Sales Leaders who are frustrated with low win rates place the blame on closing skills when, in reality, it has NOTHING to do with closing! Watch this 2-minute video for an explanation and then continue reading below.
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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Categories: Politics and Sales, Understanding the Sales Force
Let’s discuss how the Trump economy will affect sales organizations.
It will be easier to schedule meetings – hooray!
It may be easier to reach decision makers – that’s awesome! They hide when they aren’t interested in spending.
Sales cycles will be shorter – that’s great news!
But with all that good news, I do have five warnings to share:
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How to Get Ready for Quota-Busting Sales Success
- January 18, 2025
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
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Is BANT a Sales Process or a Man-Made Disaster?
- January 15, 2025
- Posted by: Dave Kurlan
- Categories: Books, Movies, Theater and Television, Sales Process, Understanding the Sales Force
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?
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Timing – A Secret Key to Sales Success
- January 9, 2025
- Posted by: Dave Kurlan
- Categories: Books, Movies, Theater and Television, Music and Sales, Understanding the Sales Force
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.
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Top Five Benefits of Sales Process and Methodology
- January 6, 2025
- Posted by: Dave Kurlan
- Categories: Music and Sales, Sales Process, Understanding the Sales Force
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.
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The Biblical Sales Force Part 4 – Accountability
- January 4, 2025
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
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.
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The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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.
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The Top 10 Steps to Crush Your Sales Forecast
- December 18, 2024
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Sales Pipeline and Forecast, Understanding the Sales Force
Times change but one constant is the requirement for monthly, quarterly and annual sales forecasts. It used to be difficult to come up with that number but with the technology we have today, a single click in our CRM applications should show us the accurate number. But there is always a lingering question that accompanies that click: “Is that number accurate?”
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Why Most Salespeople Require More Training and Repetition
- December 12, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
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.
