Search Results
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#1 Sales Presentation Tip from October 16 US Presidential Debate
- October 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out. If the prospect liked you going in, they’ll look for opportunities to support your presentation. If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.
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Sales Assessment Findings – Interview is Another Preview of Performance
- October 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
when his clients didn’t care for a candidate who was recommended by our Sales Candidate Assessment, he was able to correlate his client’s perception to a single finding: Won’t Develop Relationships Quickly.
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6 Keys to Make All Sales Calls Easy Sales Calls
- August 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople can have more easy calls, but you’ll have to change up a few things.
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Another HBR Article on Sales Leaves Me with Mixed Feelings
- July 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.
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Effective Selling Can’t Occur Until Salespeople Perfect This
- June 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In today’s article, we discuss five examples of what salespeople must do to sell more effectively.
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How Selling is Just Like Driving a Car
- June 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling. Those adjustments, in no particular order, include being sure that:
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Warning to Sales-Focused Companies Wanting to Stay Relevant
- May 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Mike Myatt wrote an article for Forbes‘ online site called, To Increase Revenue Stop Selling. This article has been very heavily viewed and commented. I don’t agree with most of Mike’s suggestions, but in his defense, he is not a sales expert, sales writer, sales manager, sales leader or salesperson. He simply doesn’t like being pitched or sold to and urges salespeople (he doesn’t want them to sell or be called that) to simply let him buy – when he wants, where he wants, how he wants, from whom he wants, and for prices he is comfortable paying. Sounds like retail, doesn’t it?
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Challenges Don’t Always Require a Complete Sales Force Makeover
- April 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company’s problems run so deep that they will require a complete sales force makeover. However, it doesn’t always have to be that way. Sometimes, a single word, question or statement will change how every prospect responds.
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Does Your Sales Force Look Like This?
- April 12, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I shared just a few of the charts, graphs and tables, which we include in a sales force evaluation when we are answering common, but difficult, business questions such as:
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How Many of Your Salespeople are Addicted to This?
- December 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do your salespeople have a hopium addiction?