sales strategy

  • What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

    • April 17, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That’s not $44 Billion that people wouldn’t have spent if not for Amazon.  It’s money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead.  

    You may think it’s because Amazon saves them money but that isn’t necessarily true.  And you may think it’s simply more convenient to order from your laptop or mobile device but that might not be the case either.  I’m going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers.

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  • How Much Sales Development Can Leadership Do In-House?

    • July 17, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time, clients want to handle some of the services we provide in-house.  “Why can’t we do the sales process ourselves?”  They can, but a few questions come to mind.  If they didn’t have an effective, efficient, optimized, formal, structured sales process for the last 20 years, where would this expertise suddenly come from to create this process tomorrow?  What if they get it wrong?

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  • 3 Types of Salespeople – Which are Best at Growing Sales?

    • July 30, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The pessimist complains about the prospect.  The optimist expects him to buy.  The realist adjusts the sales strategy.

    Let’s look at these three points a little more closely, shall we?

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  • Startups and the Dilemma of the First Sales Hire

    • March 11, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When a company is ready to hire someone for its first sales role, they often face a big dilemma:

    Should it be a salesperson?
    Should it be a selling sales manager?
    Should it be a selling Sales VP?

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  • The App Store Provides Insights into Your Company’s Sales Challenges

    • November 30, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Is there any possibility that someone could go wrong buying from you?  Is buying from your company the safest choice?  Is it the easiest choice?  Is it the traditional choice?  Is it free or very low priced? Is it the tried and true choice?

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  • 3 Sales Approaches of Elite Salespeople

    • April 8, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Great salespeople must be able to easily use all three approaches on their sales calls.  Salespeople that struggle tend to have just one approach and it won’t work all the time. 

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  • Sales Strategy – 9th of the Top 10 Kurlan Sales Management Functions

    • December 2, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the 9th in the series of articles on my Top 10 Sales Management Functions

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  • Sales Force Lessons from Gates, Crowley and Obama

    • July 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting? 

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  • Top 6 Reasons Why Most Sales Training Doesn’t Work

    • June 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you invest in sales training, especially now, you also need it to work now, not in 12 months.  Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.

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