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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.
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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What Meteorologists Have in Common with Salespeople
- January 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wow! A plowable snow event. No hype, no accumulation predictions, no mystery about the ever-moving rain/snow line, no warnings about treacherous travel, no details about the track of the storm and where it might go, just a “plowable snow event”. The excitement and exhaustion from the previous 3 storms had surely numbed her senses.
How does this apply to your sales force?
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The Sales Force and Beyond – Customer Impressions
- January 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lesson for National: They may have the simplest VIP rental car pick up program on Planet Earth but if the people suck, so does the program! At least it sucks compared with Avis and Hertz (in my opinion).
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Death Defying Sales Calls – Don’t Get Run Off the Road
- January 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have a healthy degree of skepticism, push back and challenge everything you hear, especially when it’s what you wanted to hear, to avoid a case of happy ears.