Search Results
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Did You Know That There is a Season for Hiring Salespeople?
- September 17, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Did you know that when it comes to hiring salespeople, there are also seasonal trends we know to be true ?
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A Guaranteed Fix for Inaccurate Sales Forecasts
- September 15, 2015
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
Are your expectations completely unrealistic when you attempt to forecast sales for the month or quarter? For most companies, inaccurate forecasts are the norm and expectations for accuracy are insane. But that’s when companies rely on CRM applications with any of the following 10 challenges:
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Categories: Sales Process, 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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Sales Pros! 10 Things You Must Do Before Leaving for Summer Vacation
- July 1, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Are you going to the beach? On a sail? On a tour? To another country? To a lodge? To a resort? Regardless of your destination or purpose, make sure you bring some good books, disconnect from your email and social networks, and actually use the time to recharge. That’s good old common sense. But if you really want to kick some ass when you return from vacation, you’ll want to make sure you do these important things too:
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What You Get When You Accelerate Sucky Sales
- June 22, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Customer Service as Sales, Understanding the Sales Force
Chris Beall, CEO of ConnectAndSell.com says, “Be careful not to accelerate suck!”. That quote appeared today on the High Velocity Sales Blog, where Chad Burmeister wrote a great article about outbound on demand. You should read that article. It can change your world! Anyway, I wanted to elaborate on that quote as it applies to expanding your sales force.
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Dave Kurlan was one of “70 Top Sales Pros Who Revealed Their Most Impactful Sales Advice.”
- June 2, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Let’s be honest:
There’s nothing like the feeling of flying high after closing a massive deal.
But if you’re like most salespeople out there, you’ll also face times where every lead you touch feels colder than a Siberian winter (brrr!).
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Salespeople as Closers & 10 Other Sales Myths
- May 14, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Just because you think it, that does not make it normal, correct, supportive or useful. Challenge everything you believe to be true in sales and ask whether or not it really needs to be that way. Could you change your results if you changed your beliefs, expectations and thinking?
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Do We Have Sales Compensation All Wrong?
- May 6, 2015
- Posted by: Dave Kurlan
- Categories: Sales Compensation, Understanding the Sales Force
Should a salesperson receive the maximum commission on the big deal if there was no other activity, critical KPI’s weren’t met, and the pipeline is essentially empty?
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Should a Salesperson be Punished after a Huge Sale?
- May 4, 2015
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
My wife and I watched with a combination of fascination, sadness and shock as the coach of our son’s 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after the double header they won on Sunday. Why would he punish them after winning four games this weekend? And how does this apply to sales? You’ll be amazed by what you read.
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Rebuttal to What Elite Salespeople Do Differently
- March 4, 2015
- Posted by: Dave Kurlan
- Categories: Sales Assessments Compared, Sales Data and Science, Understanding the Sales Force
This article appeared through syndication on some other sites. On CustomerThink, an epic discussion followed this introduction and I have included more than 50 comments that appeared there. It started with this comment from Bob Thompson, who also happens to own the CustomerThink website:
