sales training
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Top 5 Success Factors for a Sales Training Initiative
- December 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If your company is about to begin a sales development initiative, do you know the factors that will determine its eventual success or failure? There are many and ultimately, like most systems and processes, they are only as good as the weakest link.
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Winning in Sales Isn’t Everything – Yes it Is!
- November 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Manager: How did the call go?
Salesperson: Really good.
Sales Manager: Excellent.
Isn’t that a lame discussion? The sales manager can improve it by simply asking, “What made it such an excellent call?”
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How to Get Salespeople to Leave Their Comfort Zone
- November 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We asked our 8-year-old son if he was willing to help out and have a female classmate ride home with him today. He wasn’t sure. If he didn’t do the right thing and said no, he would hurt her feelings. If he did the right thing, he worried that he would be uncomfortable spending time with her. When they are eight years old, boys think girls are yucky.
This is the same dilemma that salespeople face every day, in every sales call, in every interaction. Do the right thing and ask the tough question that the situation calls for; or do what’s comfortable and present.
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Effective or Easiest – Which Path Will Your Salespeople Choose?
- November 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are always one or two crucial turning points in every sales cycle where your salespeople must choose between asking the tough question that are called for, or saying what’s comfortable for them.
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How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
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Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By now most executives understand the role and importance of questions in the sales process.
More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having with your prospects? Sounds great.
But can your salespeople do this?
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Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
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My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
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The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought back to my childhood and thought about the the coaching I had then, and later in life, and the impact it had on my success.
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Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Strong CEO’s see all the flaws their people have and are committed to developing them or upgrading. Weak CEO’s see beauty, and flowers, and blue skies – yes, that’s the ticket – blue skies through rose colored glasses.