Dave Kurlan Archives - Page 120 of 134

Mastering Sales and Sales Management

February 16, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

We’re talking about Mastery of things you have a passion for.

Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!

Sales Management – Eagerness vs. Resistance

February 12, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show. I was trying to understand what we talked about that resonated so well with listeners.

Sales 3.0 – Time to Upgrade Your Sales Force?

February 12, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

If you find yourself having to compromise on your growth goals – I want to grow 30% but it isn’t realistic so I’ll settle for 8% – it’s time to upgrade.

Why You Should be Scared When Your Salespeople are Closing Sales

February 10, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:

The Sales Assessment that Dave Kurlan Developed

February 9, 2010
Posted by: Dave Kurlan
Categories: Sales Assessments Compared, Understanding the Sales Force

If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?

How Does the Salesperson Affect Price Shoppers and Negotiators?

February 8, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

When salespeople have a discussion about money, price shoppers usually make it very clear what their intentions are. On the other hand, negotiators don’t usually advertise their intentions in advance. Instead, they’ll negotiate after they have received a proposal.

Your Salespeople Can’t Even Do That?

February 3, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.

The Difference Between Selling to Negotiators and Price Shoppers

February 2, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth.