improve sales
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How to Find More Sales Opportunities (without Cold Calling)
- June 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities. I’ve tackled delayed closings, so today, with a little help from my friends, I’ll tackle not enough new opportunities. I
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Put on Your Helmet – 3 Great Tips for Selling in This Economy
- June 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show! He was awesome.
Here are some of the highlights from my conversation with Bill:
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The Sales Force with Over Achievers That Don’t
- March 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Huh?
That’s right. Today I heard about a CEO who told one of my colleagues that all of his salespeople over achieve. In the same phone conversation he mentioned that sales are down 20%. Can you imagine where sales would
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Revising the Forbes Message of the Day for the Sales Force
- February 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Forbes Success Calendar for 2/25/09 said, “Action and reaction, ebb and flow, trial and error, change – this is the rhythm of our living. Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope. And out
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How to Turn Around Flat or Declining Sales Revenue
- February 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I am in the process of reading a New York Times bestseller called 90 Minutes in Heaven. The first chapter, where Don Piper describes his 90 minutes in heaven, is by far the best part of the book. Page
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Right Sales People in the Right Roles and the Right Seats
- January 12, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was on site at a client’s last week to kick-off their training. At the end of the kick-off I asked each salesperson for their three biggest lessons learned. One salesperson had difficulty coming up with anything of substance. It
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Surprising Statistics from the Sales Force Grader
- December 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.
To date, the worst score is 0 – definitely a surprise. While we would expect there
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Sales Coaching – The Big Differentiator
- December 2, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What’s the difference between great sales coaching and good sales coaching?
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Is Your Selling Model Effective? Know your Salesforce’s ABC’s
- November 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Every company, with or without a salesforce, has a selling model. I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.