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Stalled Sales Opportunities: When Your Prospect is Hiding
- September 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This happens to every single salesperson on the planet engaged in a sales cycle of longer than one call.
“My prospect won’t return my calls”.
“I can’t get my prospect to the phone”.
“My prospect is ignoring me”.
Those of us who train, coach or mentor salespeople probably hear one of those three even more often than “I’m having trouble scheduling appointments.” What should you do when it happens to you or your salespeople?
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How Many Salespeople Should Report to a Sales Manager?
- September 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How many salespeople should report to a sales manager?
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What Does Sales Longevity Really Mean?
- September 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”
It’s really 3 things:
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What’s the Difference Between Sales Commitment and Motivation?
- September 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“Which is more important in sales – commitment or motivation?”
Let’s discuss the difference first.
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Top 10 Sales Disasters, 10 Steps to Recovery and Hurricane Irene
- September 7, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Hurricane Irene left a large path of destruction along much of the eastern United States. What routinely took an hour to maintain could now take up to a week or more to get the same result. You can’t rush, you need to be extremely careful, you might have to get help and the work may be much more labor intensive and difficult.
What about a sales disaster? First, what are the sales disasters?
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If Andre Agassi was in Sales, Would He be Ranked #1?
- September 6, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know Andre Agassi wouldn’t earn $40 million a year at selling, and he may not have been able to meet, never mind date his two superstar wives (Brooke Shields and Steffi Graf). But would he make a good salesperson?
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Most Salespeople Suck at Selling – Is it Worse Than Ever?
- August 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is your approach to get people to call you back after you have left 2 or 3 messages?”
In the past month, there have been 47 comments, one of the most popular topics I’ve seen there. Some of the replies have been on target but most are embarrassing to read. These are sales management executives and this is a “what salespeople must learn to do in their 1st week in sales” topic. Most salespeople do not have the skills to consistently get new prospects to the phone!
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You Lost the Sale – What Should Your Salespeople Do Next?
- August 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get tremendous satisfaction from helping companies evaluate their sales forces, develop and optimize their processes, improve efficiencies, train and coach their teams, select great salespeople and increase revenue and profit. But I LOVE to sell. Agassi hated tennis yet still mastered the sport to become #1 in the world! You can learn a lot from an example like that!
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Enough Already with all the Sales 2.0 Talk!
- August 24, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, some experts are making a business out of writing about and teaching only Sales 2.0. The thing is that Sales 2.0 is not a new way to sell but it is similar to email and fax.
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How to Add Value to Your Sales Offering
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We often discuss the importance of adding value as well as how to sell and build value. Last week I was asked if I could provide an example of what added value could be.