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The Best Top 10 Lists for Sales and Sales Management

May 5, 2014
Posted by: Dave Kurlan
Categories: Best Top 10 Lists, Understanding the Sales Force

Over the years, I have written the occasional Top 5, Top 10 and Top 20 Articles and they are now in a series of their own.

Double Article Friday and the Death of All Selling Forever

April 25, 2014
Posted by: Dave Kurlan
Category: Understanding the Sales Force

There is no doubt that selling has changed – a lot – but the marketers who most benefit from telling you that it has changed to the point where you should not sell anymore are simply trying to get you to buy their stuff!

2 Biggest Mistakes Companies Make with Sales Candidates

February 24, 2014
Posted by: Dave Kurlan
Categories: Books, Movies, Theater and Television, Understanding the Sales Force

At this point in the process, the candidate is the appetizer, movie trailer, and test drive – all rolled into one. If they don’t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Haven’t these candidates already shown you all you need to know about their follow-through, follow-up, attention to detail, ability to work a sales process, ability to take direction, and commitment to the result? These candidates might even be thinking, “Not if I have to work this hard…”

Why Doesn’t Sales Methodology Get More Attention?

January 14, 2014
Posted by: Dave Kurlan
Categories: Sales Process, Understanding the Sales Force

This brings me to my original question, “Why doesn’t sales methodology get more attention from authors, writers and bloggers, and why does sales process get most of the coverage?”

What Would You Do? Sales Force Attempts to Maintain Status Quo

January 6, 2014
Posted by: Dave Kurlan
Categories: Bob Chronicles, Understanding the Sales Force

This is what can happen when salespeople have zero concept of selling; when knowledgeable, technical people are moved into selling roles without being trained to sell; when the sales manager is more interested in selling than managing; when the president doesn’t hold the sales manager accountable; and when there isn’t a sales culture.

Is the Concept of Sales Process Really Antiquated?

December 16, 2013
Posted by: Dave Kurlan
Categories: Sales Process, Understanding the Sales Force

It’s really not sales process itself that is antiquated; it’s most people’s perception of sales process that is antiquated.

What is the Most Difficult Part of the Sales Process?

December 6, 2013
Posted by: Dave Kurlan
Categories: Sales Process, Understanding the Sales Force

We discussed the various challenges associated with all three milestones and when all was said and done, everyone agreed that the midpoint, that crucial point in time where compelling reasons to buy must be identified, is the most difficult for salespeople.

Why? Well a quick look at the following list of mini-milestones, that must be accomplished in order to get to the point where compelling reasons will be shared, tells the whole story. How many of your salespeople can do all of this in their first meeting?

Opinion: Why Sales Win Rates Have Reached an All-Time Low

November 27, 2013
Posted by: Dave Kurlan
Category: Understanding the Sales Force

One of the findings in the most recent Sales Performance Optimization Study, from CSO Insights, revealed that the win rate for deals has reached an all-time low.