Search Results
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Why Doesn’t Sales Methodology Get More Attention?
- January 12, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to FreeDictionary.com, the original definition of Methodology is, “the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge.” Over time, the definition has changed and one present day version is, “A body of practices, procedures, and rules used by those who work in a discipline.”
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Should You Restage Your Sales Pipeline?
- January 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis.
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Top 5 Sales Issues Leaders Should Not Focus On
- November 19, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it’s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass. It could also have something to do with whether or not their receivers were able to quickly get open.
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Why Prospects Don’t Buy From You Today!
- October 29, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Engagement. There is a huge connection between what I experienced with the World Series, and what prospects experience with salespeople. If you can understand and apply this analogy it will make a huge difference in the quality of your calls and meetings. Here are the four most important things for you to know.
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My Top 21 Keys to Help Your Sales Force Dominate Today
- July 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have salespeople who are busy, but struggling to succeed? Do you have salespeople who are putting in long hours, but don’t generate enough business in relation to the time invested? Do you have salespeople who find enough opportunities, but struggle to get them closed? In my experience, there isn’t a correlation between busy and successful. Oh sure, successful salespeople may be busy and busy salespeople might be successful, but one being true does not necessarily mean that the other is true as well.
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Sales Execution – What Should You Pay Attention to?
- January 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Larry Bossidy and Ram Charan even wrote a best-selling business book titled, Execution. Yet in sales, we rarely hear anything as simple or basic. We’re far more likely to hear about competition, politics, relationships, price, marketing, or the product itself before we hear anyone utter execution as the reason for not winning an account or a deal. Why is that?
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Why Doesn’t Sales Methodology Get More Attention?
- January 14, 2014
- Posted by: Dave Kurlan
- Category: 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?”
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How Frequently Does Fear Play a Part in Sales?
- November 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Fear of failing doesn’t affect everyone that sells. The elite 6% are certainly immune to it, and most of the next 20% aren’t affected too much by it either. But the remaining 74% – the group that basically sucks – battles the fear of failing on a daily basis.
That fear – and most salespeople aren’t even consciously aware of it – prevents them from
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Top 5 Reasons Why Salespeople Don’t Qualify Effectively
- April 17, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question:
“Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?”
Great question. Here are my top 6 reasons why:
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Fewer Sample Requests and Sales Proposals – What’s Wrong?
- April 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now, instead of sample requests, they’re getting commitments to do business and when they are ready, the sample requests lead to sales. My client agreed.