Sales DNA
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The Importance of Resiliency in Sales and Selling
- April 22, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We saw Paul Blart – Mall Cop 2 and laughed a grand total of twice. It was inept comedy, a horrible sequel and a terrible movie. Despite that, it was a great example of resiliency as Blart is continually rejected, stopped, ridiculed and put-off, only to ignore those events, bear down and try even harder to accomplish his goals. From that perspective, the movie, and Kevin James, succeed at demonstrating what it is like to be a salesperson.
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Does Efficiency or DNA Help to Increase Sales?
- July 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Salesforce Blog published a new article of mine today – Read How to Create Perfect Sales Conditions. It’s really an article about how to use tools and efficiency to increase your focus and sales. Speaking of efficiency, Kyle Dougherty, from Prialto, sent me this very cool video today. Talk about a tool that helps you to be efficient!
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Science and the Length of Your Sales Cycle
- October 9, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A really important factor is exactly what salespeople actually believe – what they think – relative to the sales cycle. Read some of the beliefs that this sales force had around the sales cycle:
Those two factors alone are enough to double the length of a sales cycle! There are still 9 more factors that have an impact; however, just from what we’ve discussed and reviewed so far, it’s obvious that this company’s sales cycle is M-U-C-H longer than it needs to be.
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Get Your Sales Force to Perform Magic and Make Sales Appear!
- January 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We don’t talk about it much but sales has a lot of magic to it.
We disguise the magic and call it art, but when people are unable to describe how it actually works it must be magic. Want an example?