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Top 5 Reasons Why Salespeople Don’t Qualify Effectively
- April 17, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question:
“Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?”
Great question. Here are my top 6 reasons why:
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Latest Research on Personality Assessments for Sales Selection
- April 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Two articles caught my attention today.
The first, 10 Traits of Successful Salespeople, was typical of the misinformation that often passes for must-read information:
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Fewer Sample Requests and Sales Proposals – What’s Wrong?
- April 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now, instead of sample requests, they’re getting commitments to do business and when they are ready, the sample requests lead to sales. My client agreed.
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Inc Magazine Gets it Wrong on Consultative Selling
- April 8, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Inc. Magazine ran an article on its website that I just can’t ignore. It’s making my blood boil.
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Top 20 Reasons Why Sales Managers Suck at Coaching
- April 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So why aren’t more sales managers effective at coaching salespeople? Here are my top 19 reasons and I left #20 open so that you could add your two-cents worth.
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Less than 16% of Sales Managers Know How to Coach
- April 4, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Top Sales Management
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Is Selling Difficult or Easy? It All Depends on Your Definitions
- April 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Difficult selling, with its challenges, gives way to easy-to-achieve outcomes. Easy selling, while avoiding challenges, causes difficult-to-achieve outcomes. See my definitions below…
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Dave Kurlan inducted into the Sales & Marketing Hall of Fame
- March 16, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan has been inducted into the Sales & Marketing Hall of Fame by Top Sales World.
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Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson
- March 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just read the 13 Traits of An Outstanding Salesperson, an article that appeared on Inc.com.
As usual, I had several thoughts about this so, in no particular order…
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This is How Sales Managers Should Coach Their Salespeople
- March 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A salesperson told me he met with a customer that had taken their business to a competitor because of price. It sounded like they were getting what they were paying for: