sales management
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Sales Management – Eagerness vs. Resistance
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show. I was trying to understand what we talked about that resonated so well with listeners.
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Sales 3.0 – Time to Upgrade Your Sales Force?
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you find yourself having to compromise on your growth goals – I want to grow 30% but it isn’t realistic so I’ll settle for 8% – it’s time to upgrade.
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Why Was the Sales Forecast So Unreliable?
- February 11, 2010
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
The snow storm never happened. We got an inch – over a 12 hour period – and the state shut down for nothing. And it’s not like we can’t handle a snow storm here in New England. We can handle anything! They just blew it. How was this forecast similar to the sales forecast?
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
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How Does the Salesperson Affect Price Shoppers and Negotiators?
- February 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople have a discussion about money, price shoppers usually make it very clear what their intentions are. On the other hand, negotiators don’t usually advertise their intentions in advance. Instead, they’ll negotiate after they have received a proposal.
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Your Salespeople Can’t Even Do That?
- February 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.
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The Difference Between Selling to Negotiators and Price Shoppers
- February 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth.
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The Ignorance Factor and Achieving Your Company’s Revenue Goals
- February 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?
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The Importance of Pride, Self-Esteem and Confidence in Sales
- January 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.
His top tips for success:
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What Makes You Think You Have a Sales or Recruiting Process?
- January 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s true. Executives brag about their processes. “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!” It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.