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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?
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Kurlan & Associates one of four companies offering a FREE Sales Force Makeover.
- October 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
Kurlan & Associates, in partnership with Landslide, Objective Management Group and Sales Compensation Strategies, will provide the winning company with a complete sales force makeover.
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Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?
There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.
So what do they do? Here are the top ten things they do:
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Why the Relationship is So Important to the Sales Outcome
- September 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Unfortunately, in order to ask those questions and have those discussions, a relationship must be established. And this is where the double edged sword comes into play. The discussion I’m talking about is a first meeting discussion. But the relationship that requires is often a 2nd or 3rd meeting relationship. So the problem I present is, how does one develop a late-stage relationship in an early stage meeting?
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The Single Biggest Mistake that Salespeople Make
- September 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Ask 10 people and you’ll get 10 different answers about the biggest mistake that salespeople make. Ask the question a bit differently and I will give you a different answer too. But ask the question in the title – “What is the single biggest mistake that salespeople make?”, with the key word being mistake – something they do incorrectly rather than something they do because of a weakness – and I can provide data to back it up. There are actually 3 mistakes that are almost always made but 2 of them occur as a result of the single biggest mistake.
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How Obama, Dan Pink, The Heaths, Steinbrenner and Kurlan Might Prepare Your Sales Force for Change
- September 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Preparing for Sales Training – Becoming Change Ready
- September 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just took a talented group of salespeople through three days of training. Perhaps you’ve been in a situation just like that at some point. There are several ways this group can approach integration, application and execution at the end of the training.