Search Results
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Sales Process – It’s All about the Shoes, Silly
- June 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written dozens of articles on Sales Process an you can read many of them right here. If you pay attention, you can even see how my thinking has changed over the last 10 years. While I have never wavered on the importance of sales process, I have modified my thinking on why it’s so important, what it must consist of, how it should work, and how it should be integrated into CRM.
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The 3 Most Important Questions about Sales Process and My Answers
- May 9, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With sales process finally getting the necessary attention, we should turn our attention to the three related issues that need to be addressed. Which sales process should you select, and into which CRM application should it be integrated and how can it be customized?
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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
- September 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!
“That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. Salespeople think someone will be killed – and they worry that it might be them!”
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:
Someone from my team always responds to these inquiries and it was my turn. I want to share the correspondence, but it’s even more important to read the accompanying explanation, interpretation, warning and lesson. If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales!
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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
- August 18, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. They support and enhance selling. Tools don’t replace selling.
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Sales Process is to Religion as Sales Methodology is to Prayer
- January 12, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Religion is one of the three things that should not be discussed on sales calls. Since this isn’t a sales call I will cross that line today and while doing so, hopefully, not offend anyone.
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How To Determine If Your Sales Process Is Effective
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You know all about reverse engineering, right? The Chinese do…that’s how they’ve copied all of the products that others have created and sold them into the mass market, gray and black markets too.
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Top 10 Ways To Accelerate The Sales Process – The Need For Speed
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever noticed that when you choose the Express Checkout it always seems to have either the slowest register clerk, or there’s an old lady paying who has already taken 10 minutes to find her wallet?
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Top 12 Questions To Ask Yourself About Sales Process
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I worked with a group of salespeople from different companies and when I asked how many of them followed a formal sales process only 2 people raised their hands. That’s even worse than Objective Management Group’s statistics about sales process. The statistics show that 91% of the more than 500,000 salespeople assessed to date did not have/follow a structured sales process. And the two who did raise their hand? They claimed that their process was 20 steps! Who can remember that?
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Sales Process – Top 10 Reasons Why Sales Are Lost
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: