sales process

  • What Really Creates Sales Excellence?

    • November 13, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day.  And you’re getting the exact same invitations every single day from the exact same companies.  And some of them promise the solution to all of your sales problems – sales excellence solutions.  Take a look at the invitations I received today alone!

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  • Sales Competencies and Your Competition

    • November 6, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Companies don’t invest enough time and energy being strategic and tactical about competition.  The approach shouldn’t be economic as much as it should be tactical.  Your approach should revolve around neutralizing your competition as opposed to being competitive with your competition.

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  • Sales Process – What Have You Gotten Away From?

    • November 5, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are about 45 executives in the room, many of them clients of Kurlan Associates.  At two of the tables are clients that have been with the firm for so long, twenty years or so, that they have become great friends and two of them have become business partners at Objective Management Group.

    One of the first exercises that the group participated in was Cash Optimization Strategies, and the first part of that exercise was Ways to Improve Your Sales Cycle.

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  • The Sales Process, Closing More Sales, Raising Expectations

    • September 29, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show.  Today’s topic was “Sales Process Home Runs”.  (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one.  We also talked about hiring the right salespeople to sell within that process.  Click here to listen to this compelling 30-minute discussion.

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