Search Results
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Fix Your Mediocre Pipeline for Accurate Sales Forecasts
- January 26, 2015
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
Most salespeople don’t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level.
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Prioritizing Your Week
- January 21, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Strategy
It’s the beginning of the week and as you review your calendar for the next five days you have a wide variety of events scheduled. You have some leads to follow up, some important calls to move existing opportunities along in the sales process, and a closing opportunity. In addition, you have some time scheduled with existing clients to make sure that they are getting what they need and you have your daily cold calls to make. How would you prioritize your week? If you weren’t allowed to say, “they’re all important”, how would you rank them? Here they are in bullet form:
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10 Tips to Make 2009 Your Best Year Ever
- January 21, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Strategy
It’s the first week of January and you have goals, a plan, some anxiety over the economy and good intentions. As you go about your work this week, what will you do that will not only make 2009 better than 2008, but make 2009 your best year ever?
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What Happens When You Try Too Hard?
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Strategy
If you are in an industry that has been impacted by the recession, and you are doing everything possible to continue to bring in revenue, then you are working twice as hard, twice as long and twice as smart. If not, you are probably failing right now. Twice as long is plenty obvious. Twice as smart means planning the strategies and tactics you’ll use for each opportunity. But what about twice as hard? Is that working twice as hard today and tomorrow or is that working twice as hard with every prospect?
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Overachieving
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Motivation
The most recent post to my Understanding the Sales Force Blog was the Top 10 Factors in Getting Salespeople to Overachieve. Those of you in management may want to check that out. For all of you salespeople I present the 7 Factors that you can control, since the other 3 must be controlled by management.
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Perseverance
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Motivation
I evaluated a salesperson who was highly regarded by his company. The evaluation indicated that he had little in the way of hunting or closing ability, possessed all of the biggest selling weaknesses and had conditional commitment. Why was he so highly regarded?
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10% Improvement Could Mean a 50% Increase in Income
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Motivation
As we start the New Year we think about what we can accomplish this year that we didn’t accomplish last year. We think about earning more money, closing more sales and being more effective and efficient. How would you like to easily increase your earnings by 25% – 50% this year? It’s not difficult and you don’t have to change.
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Urgency and Achievement Part 2
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Motivation
Last August I wrote this article on Urgency. It’s probably a good idea to review it if you read it then and you’ll definitely want to start there if you haven’t read it. I’d like to expand on Urgency and give you an exercise to measure your own level of urgency.
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The 8 Figure Deal
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Tactics - Running Home (Presenting)
Here’s a debriefing scenario that’s hot off the presses. Last week, an 8 figure deal was scheduled to close at the end of the month.
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Counter Measures for Pricing Demands
- January 20, 2015
- Posted by: Dave Kurlan
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
I was in Chicago, presenting two talks on selling; Closing and Creating Urgency. In the second talk I walked them through a Baseline Selling Tip,”First Impressions”, from several weeks ago. I was asked, “but what if the decision maker says ‘I want to save us both a lot of time. We’re looking for the lowest price.’?”