Closing Sales
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It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession
- March 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You remember the last recession – the great recession – right? I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight – and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.
In my business, I can see two trends ahead of others and I began seeing both of those factors begin to kick in last month. Do you know what they are?
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Why This is Still a Great Selling Sales Book After 10 Years
- January 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Pete Caputa, VP at Hubspot, wrote a really great article about the 3 sales books that are must-reads for salespeople, why, and Baseline Selling was one of the three.
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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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Apply Jack Reacher to a Modern Sales Approach
- June 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.
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Closing Sales, Process, Hauntings, Training & More
- March 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I will explore the least-read articles I have ever written. That’s right. The least read. It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!” It’s actually not my worst writing.
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Key Sales Strategies for December
- December 1, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So let’s discuss December sales strategies. What can you do to assure that December (a short month with only 17 business days) as well as the 4th quarter and the year finish – all have a strong finish?
You won’t like my answer at all, but it’s the truth.
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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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Top 4 Reasons Salespeople Struggle to Reach Decision Makers
- October 30, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So here we are again, with half of the salespeople reporting that they aren’t reaching decision makers. And why would a decision maker want to be reached if the salespeople are focused only on presentations? And companies wonder why their sales cycles are so long, their closing percentages are so low and their margins are slip sliding away…
Also noteworthy were these findings from the survey results:
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The Biggest Mistake That Salespeople Make at Year End
- November 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your actions can not be dictated by the time of year. Your actions must be dictated by where you are in the sales process and the step or stage that must occur next.