sales training
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
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Another HBR Article on Sales Leaves Me with Mixed Feelings
- July 20, 2012
- Posted by: Dave Kurlan
- Categories: Junk Sales Science Debunked, Understanding the Sales Force
I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Effective Selling Can’t Occur Until Salespeople Perfect This
- June 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In today’s article, we discuss five examples of what salespeople must do to sell more effectively.
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The Sales Leadership Landscape – A Different Perspective
- June 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders are to Homeowners as Sales Development Experts are to Professional Landscaping Companies.
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How Selling is Just Like Driving a Car
- June 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling. Those adjustments, in no particular order, include being sure that:
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10 Best Sales Force Articles That You Probably Didn’t Read (Yet)
- June 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written 930 articles for this Blog. Some, that I don’t think are particularly good, are the most popular, getting thousands of reads here, and thousands more on other sites that republish them. Others, which I think are very good and/or important, are hardly noticed, usually because of either the title, day of the week, or time of day.
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Contractual Obligation is a Missing Link of Sales Success
- May 31, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
However, there is one area of sports for which there is no sales analogy. Say it isn’t so!
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Top 5 Keys to Effective Sales Coaching and Results
- May 2, 2012
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Understanding the Sales Force
One confusing component of effective sales management is that great sales management skills don’t always translate into great sales results. This phenomenon is most obvious when a company hires a terrific, new sales manager, who possesses all the desired skills, and the manager fails to have an immediate impact. Worse, in many cases, is when the inherited salespeople rebel! This scenario also occurs when sales managers go to seminars, watch video clips, read books or blogs, and attempt to extract specific skills and tips but don’t have the luxury of hearing them demonstrated, in context, in a real situation. When Objective Management Group conducts a sales force evaluation, we often see that sales managers’ skills are much better than the resulting effectiveness of those skills. Why is that?
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Top 10 Reasons Salespeople Struggle to Get Decisions
- March 7, 2012
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Understanding the Sales Force
If you were to remove the easy “yes” and “no” decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there. Why is it so difficult for your salespeople to get decisions made on those opportunities?
The simple answer, the one you already know, is that those prospects aren’t ready to buy. Here are ten reasons why your salespeople have them in the pipeline: