sales results
-
How to Easily Motivate and Incentivize Sales Pipeline Building
- June 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy,
-
The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of
-
Do You Know the Accurate Reason Why a Salesperson Is Not Performing?
- April 20, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…How quickly can you determine why a salesperson is failing?
Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we’re out playing catch and I point to a
-
Insider Opinion – Why Sales Experts Can’t Agree on Anything
- November 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I recently published, Increase in Social Selling Yields No Improvement in KPI’s. In addition to my blog, this article appeared on at least 5 other websites leading to many interesting comments and very strong opinions. The discussions, comments
-
Why Sales Leaders and Salespeople Get Frustrated
- August 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
OK, so you do get frustrated with sales or you wouldn’t have clicked the link.Why?
Do you get frustrated with:
- Salespeople?
- Prospects?
- Results?
- Effort?
- Forecasts?
- Effectiveness?
- Focus?
- Discipline?
- Consistency?
- Growth and Improvement?
- Pipeline Velocity?
- Change?
- Behavior?
- Attitude?
- Sales Selection?
-
Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
Here’s an interesting comparison for you.Two client companies are on the exact same sales development time line. (Same time line but separate from each other – they don’t even know about each other)
Both of their sales forces went
-
Revising the Forbes Message of the Day for the Sales Force
- February 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Forbes Success Calendar for 2/25/09 said, “Action and reaction, ebb and flow, trial and error, change – this is the rhythm of our living. Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope. And out
OK, so you do get frustrated with sales or you wouldn’t have clicked the link.
Here’s an interesting comparison for you.