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Election Day – Like Decision Making Day for a Sales Opportunity?
- November 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Politicians get elected one vote at a time. Salespeople win sales one prospect at a time.
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When Agreement is Really Disagreement – Happy Ears for Salespeople
- October 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salesperson asks his prospect a question like, “Does that make sense?” and his prospect replies, “Sure.” Feeling relieved that his explanation was successful, your salesperson moves on, an unwitting participant in what will become a huge surprise to him.
Why will it be a surprise?
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Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By now most executives understand the role and importance of questions in the sales process.
More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having with your prospects? Sounds great.
But can your salespeople do this?
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Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
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My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
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Dave Kurlan featured at Sales EdgeOne Sales Summit
- October 8, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was a featured speaker at the first annual Sales Edge One Sales Summit.
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The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought back to my childhood and thought about the the coaching I had then, and later in life, and the impact it had on my success.
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Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Strong CEO’s see all the flaws their people have and are committed to developing them or upgrading. Weak CEO’s see beauty, and flowers, and blue skies – yes, that’s the ticket – blue skies through rose colored glasses.
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Sales EdgeOne Sales Summit
- October 5, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
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New Tools Make it Easier to Book Sales Meetings
- October 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tools are becoming a more important part of the sales infrastructure and there is no shortage of them. With so many sales tools available and such a big percentage of them being new, how do you know which ones to use and whether they are any good?