sales management
-
Sales 2.0 Tools Have Their Place, But Where is It?
- November 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales 2.0 – I love the tools, but they don’t replace the basics.
-
NY Times Articles Hits Then Misses the Mark on Sales
- November 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Compensation is tricky and one size never fits all.
-
The Hidden Power of the Sales Candidate Follow Up Letter
- November 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You receive follow up letters from your sales candidates all the time, right? And you probably make notes in their files that they sent those nice follow up letters and you might even rank them higher as a result.
-
How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
-
When Agreement is Really Disagreement – Happy Ears for Salespeople
- October 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salesperson asks his prospect a question like, “Does that make sense?” and his prospect replies, “Sure.” Feeling relieved that his explanation was successful, your salesperson moves on, an unwitting participant in what will become a huge surprise to him.
Why will it be a surprise?
-
Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
-
My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Categories: Sales Process, Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
-
The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought back to my childhood and thought about the the coaching I had then, and later in life, and the impact it had on my success.
-
Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Understanding the Sales Force
Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?
There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.
So what do they do? Here are the top ten things they do:
-
Do Your Salespeople Have to Give Up Control to Their Prospects?
- September 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I disagree with his article when he implies that we should be resigned to the fact that there isn’t much to be done except building trust until the prospect is ready to engage.