sales leadership
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Top 10 Reasons Salespeople Can’t Move the Conversation from Price
- July 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are other factors that could contribute to salespeople regularly finding themselves in a price-sensitive discussion:
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Baseball and Selling Revisited – A Powerful Analogy
- June 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A salesperson tells you about a great-looking opportunity that has been forecast to close this month. “We’re definitely getting this and it’s an awesome opportunity for us. We’re going to knock this one out of the park!”
At the end of the month, the deal hasn’t closed and you question your salesperson about it. You are told that the decision-maker has been away on vacation, but as soon as he returns, the deal is sure to get done.
A month later, nothing has changed. This time, the salesperson admits that he has had a little difficulty reaching the decision-maker, but he is sure that nothing has changed. You are assured that everything is good.
Six months later, when the deal still hasn’t closed, you force the salesperson to archive the opportunity with the salesperson still not understanding what went wrong.
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Sabermetrics for Sales Leadership – Projecting Sales Revenue
- May 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years?
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When Sales Coaching, Best Practices and Books are Ignored
- May 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Coaching is crucial to the success of any sales force; however, coaching without the context of an effective sales process, pipeline, metrics to drive revenue, motivation and accountability aren’t enough. So, our events integrate these additional elements to make for a well-rounded, comprehensive two days.
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Sales Management Best Practices – Are Top Salespeople Challengers?
- April 29, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I don’t promote an approach based on either Relationships or Solution Selling, but both must be incorporated into an appropriate sales approach. Also worth noting, the approach or methodology is only one part of selling. Without a sales process and a sales model, no methodology will work very well on its own.
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Top 10 Problems with Veteran Salespeople
- January 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For companies who want to grow revenue, veteran salespeople cause more problems than any other factor. After all, if you have a young, energetic group, there’s nowhere to go but up and everyone knows that they need to improve. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class.
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Are Your Strategic Partnerships Your Passive Sales Force?
- January 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:
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Best Way to Sell and/or Manage a Sales Force?
- January 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO’s is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the “best way”. They simply don’t know what they don’t know. Of course, some are worse than that. They know that they know it all.
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Top 5 Reasons Why Sales Cold Calls Are So Awful
- November 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I listened to voicemails from three salespeople who cold called me.
The good news is that three people actually made cold calls! The bad news is that not much has changed. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I’ve ever heard.
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When Sales Leaders Don’t Lead With Their Strengths
- November 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received a request for all of my articles to date which reference Objective Management Group’s Sales VP/Director Assessment. I conducted a quick search and found – what? None! Out of nearly 1,000 articles, I hadn’t referenced OMG’s Sales VP/Director Assessment even once! I’ll fix that right now.