Search Results
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SPIN Selling and Miller Heiman Compared to Baseline Selling
- April 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A reader asked me about my book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, and how it compares with SPIN Selling and Miller Heiman’s Strategic Selling. Both books – SPIN Selling AND Strategic Selling are good; but neither of them are selling systems or processes.
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Reasons Why Prospects Don’t Buy
- April 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Regardless of the reasons your salespeople didn’t get the sale, the issues listed above could have all been dealt with earlier in the selling process. Your job, should you decide to accept a true sales management assignment, is to make sure your salespeople recognize these issues before presenting or proposing a solution.
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More Baseline Selling
- April 6, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m watching the third baseball game of the young season. My team, the Red Sox, is trailing in the seventh inning. As Red Sox games go, this is boring, if not depressing. The most prolific offense of the last three years, the Sox hadn’t scored a single run. Similar to some sales calls, it began badly.
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5 Sales Management Best Practices
- April 5, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I found the article to be akin to naming passing, receiving, blocking, tackling and kicking as the five baseball best practices.
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Spamelot and Selling
- April 1, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m not a proponent of canned presentations – they’re boring. I hate it when prospects ask salespeople to make a capabilities presentation. Your salespeople are expected to do this and as a result of agreeing to do this, they bore their prospects to death.
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Great New Book on Selling – The Inside Story
- March 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My research and statistics from evaluating 250,000 salespeople revealed that 74% of all salespeople are ineffective.
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More on the Pipeline
- September 4, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I recently wrote about the importance of a balanced pipeline but, in that article, didn’t comment on the required size of the pipeline. Size will vary by company, industry, average order, and salesperson but I’ll attempt to provide a common formula that should work for everyone.
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Pay Attention to the Pipeline
- August 30, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll bet you don’t know whether each of your salespeople have enough opportunities in the pipeline. Oh, you do know that one? Sorry. That’s right. None of them have enough opportunities in the pipeline. And lastly, I’m sure you don’t know whether each salesperson’s pipeline is balanced. What is a balanced pipeline?
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Slump Busters
- June 7, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lack of consistency causes salespeople to slump and consistency prevents slumps. It’s that simple. But what is the true nature of a slump?