delayed closings
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The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money
- September 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process:
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Companies Surprised by Unexpected Remote Selling Challenges
- April 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often. The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!
For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work. But is that what’s happening? In today’s article, I’ll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. I also included three videos that I extracted from a sales training session earlier this week. You’ll be surprised!
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Speed Limits, the Flow of Traffic, and Sales Pipelines
- November 19, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I don’t get stressed anymore when I’m driving. All it took was for me to not exceed the speed limit. I’m not sure whether it was my navigation system repeatedly telling me to “obey all traffic laws” each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator. It holds much more baseball equipment!
There is an exception to not exceeding the speed limit. When the flow of traffic in all lanes is moving exponentially faster than you are, you must increase your speed to match the flow of traffic or risk getting run over!
That brings me to pipeline flow.
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Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople
- August 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Elite salespeople don’t need to close and weak salespeople suck at closing. Want proof? Let’s review some data from 1831605 evaluations and assessments of salespeople conducted by Objective Management Group (OMG). You can see and play with the data here.
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Eliminate Delayed Closings Once and for All
- May 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were delayed.
That said, spring leaves on May 11 are exponentially more predictable than pipeline opportunities. Why might an opportunity not close when it was forecast to?
Technically, there are seven possibilities:
