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Teaching Sales in School is Like Learning to Golf on the Wii
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The article, “Can College Teach You to Sell?”, has its pros and cons. Let’s start with the good stuff.
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Sales Force Lessons from Gates, Crowley and Obama
- July 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting?
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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How to Lose Customers Under Contract
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You know that your competitors’ top prospects are your existing customers that you have under contract, right?
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Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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2 Things Race Car Driving Has in Common with Selling
- July 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver! How many people do you suppose there are that can take claim to both of those professions?
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.
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10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself
- July 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum!
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10 Steps to Record-Breaking Sales Revenues
- June 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.