-
The Latest Perspective on My Most Popular Article on Selling
- December 20, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
During a first sales call, suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.” And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.” And still a third might say, “In the meantime, please send us a proposal with references and timeline.”
-
My Most Popular Sales Article of the Last Ten Years
- December 13, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.” And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.” And still a third might say, “In the meantime, please send us a proposal with references and a timeline.”
There are three important lessons that arise from this:
-
The Top 10 Sales Articles of 2018
- December 13, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
-
3 Lessons that Apply to Every Sales Call No Matter What You Sell
- December 18, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several years ago, during one of the performances, it dawned on me that the orchestra’s role in the show correlated very nicely to an effective sales presentation. There were 3 fantastic lessons that I presented then and as I have done each year since, will present again here.
-
A Bit of Holiday Tradition to Spice up your Selling
- December 5, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn’t think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you’ll see that the Nutcracker is very much like selling to a major account!
-
Sales Traditions and Rituals – They’re Not Just for December
- December 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense of this, consider the many inside sales roles, demo-centric salespeople, and low-level, in-home salespeople. Many inside salespeople repeatedly read from the same script. Most demo-centric salespeople must cover all of the features and benefits. And many in-home salespeople perform a mini-show on every sales call.
-
Top 3 Sales Lessons from Tchaikovsky’s “The Nutcracker”
- December 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
During a first sales call, suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.” And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.” And still a third might say, “In the meantime, please send us a proposal with references and timeline.”
