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Can Music Make Your Sales Force More Effective?
- February 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities. Does this happen to you too?
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Case History – Read the Latest Sales Assessment to Come to Life
- February 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The lesson here is that you don’t want people like this working for you! It doesn’t matter that they can hunt. They will blow up every prospect who they think could be rejecting them!
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Who Cares More – Sales or Marketing?
- February 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It all depends on the parameters. I’ll list a dozen or so items that both sales and marketing should care about and provide my opinion about who cares more. Then you can tell me how wrong I am.
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Sales Performance – Does it Correlate with First Impressions?
- February 7, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let me talk about the first impressions and the follow up thoughts I had on 3 candidates.
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Dave Kurlan quoted in the Jan/Feb 2011 issue of Selling Power “Worldwide Prospects: The New Realities of Selling Everywhere on Planet Earth”
- February 1, 2011
- Posted by: Kurlan & Associates, Inc.
- Category: News
With the fast changing global economy and the possibilities of global selling, Selling Power Magazine turned to sales thought leader Dave Kurlan for his perspective on the realities of selling everywhere on planet earth.
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You Coach But Do Your Salespeople Follow Through?
- January 31, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Following up with you is the respectful thing to do – it shows appreciation, that they didn’t waste your time, that they took action, that there was an outcome, that you were helpful. But what happens if they don’t follow up with you? If you don’t learn what happened?
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Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:
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Sales Managers Don’t Have to be Like Meteorologists!
- January 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I posted an article about the similarities between Meteorologists and Salespeople. This morning, while watching the recap of our latest snowstorm this analogy became even more obvious to me.
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How Four Variations Influence Sales and the Way People Make Decisions
- January 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My regular readers know that I fall on the side of science, but the other three types of commenters feel so strongly about their positions that you would think they were talking science too. It’s great when many people chime in with their comments. That’s the beauty of a discussion forum or Blog – everyone gets to participate and weigh in. But in the case of a question where its author expects an answer based on science, it becomes more difficult to separate opinions from experiences, gut instincts and facts. Regardless of the type of comment offered, they all believe their comments to be factual.
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Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
- January 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value Added Selling is a wonderful thing – sometimes.