Search Results
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When Do Follow Up Calls Add Value
- July 31, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to fall into one of three groups when it comes to following up:
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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CEOs and Sales Leaders whose salespeople aren’t responding need to understand that their veteran salespeople are the same as my son when he was thirteen.
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Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be?
There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:
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The Science of Sales Effectiveness
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
- Categories:
The Modern Science Behind Sales Force Excellence provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study, conducted during the latter part of 2014.
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The Challenger Style and its Impact on Sales Selection
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
- Categories:
This White Paper responds to this article, which appeared on the Harvard Business Review Blog. The HBR article introduced a new selling style called the Challenger.
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4 Types of Sales Positions That Can Never Be Replaced by AI
- February 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re seeing ChatGPT’s ability to create human-like articles, essays, poems, notes and messages.
I just asked ChatGPT to write a short poem on the death of selling. Here’s what it generated.
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Which is Worse – The Boston Red Sox or Your Sales Team?
- August 23, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The construction of the Red Sox roster is simply a Stupid as Shit Strategy or SaSS. Use of the word strategy means that it’s intentional and is a disservice to the word stupid!
Sales team construction usually lacks formal strategy and that suggests something accidental is at play. We tend to see the “we already had these salespeople” and then “these are the new salespeople who were willing to work for us.” New is a relative term as the newest 30% of the team continues to churn when and if they find candidates.
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Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?
- August 8, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wouldn’t it be great if salespeople had the equivalent of two camera intelligence to see what they don’t know they need to see?
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The Many Different Selling Roles and How They Differ – Part 1
- July 27, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The same kind of thinking is required when thinking about the various roles of salespeople. We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.
To further complicate things, in some companies and industries, Sales Managers function as salespeople and Sales VPs function as Sales Managers.
While the above roles have selling as a primary responsibility, there are as many differences to selling roles as there are differences to the class or style of cars. Today, we’ll explore the difference between an Account Executive and a Business Development Rep.
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The Recession is Here – How to Take Advantage and Prepare Your Sales Team
- May 31, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So what must you do to prepare your sales team and how can you leverage the effects of a recession?