Search Results
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Milestones in the Sales Process are Like the Stones in a Wall
- October 5, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
An ideal sales process has 4 stages, each with anywhere from 4 to 10 milestones that must be met in order to move to the next stage.
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Sales Presentations to Big Companies – the Same as Political Theater
- September 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What really happens on presentation day? Theater. Salespeople validate what the individuals on the committee already believe to be true. If you’re not the one getting the business, nothing you do on that day will change that UNLESS the one who is getting the business screws up big time.
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The Impact of Relationship Building Challenges in Sales
- August 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard. I cringed every time I heard it.
It explains a lot about intangibles in selling.
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Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
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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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Sometimes The Biggest Sales Problems Have the Simplest Solutions
- May 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are simple, easy, fast and powerful solutions for sales problems too. See my examples below.
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Grow Revenue During a Recession by Being Counter-Intuitive
- May 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know what doesn’t work in a recession.
The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. Who would have guessed that smart people wouldn’t see that coming?
You know what to do when dry weather conditions aren’t favorable for growing trees, flowers, and shrubs. You don’t pull the plants out of the ground or let them succumb to the dry conditions. You add water. It’s a very simple concept.
Can companies add water to grow revenue when the economic conditions are evaporating? Yes, but it’s counter-intuitive.
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Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
It’s in 3D – Dinger the Dog and his choice of Doors
The Magic of Weather AppsI’ve written about Dinger, our six-year-old Golden Doodle, several times. The most popular article was when I claimed and proved that Dinger’s listening skills were better than those of salespeople.
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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: