sales training
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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
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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
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Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…img class=”alignLeft alignleft” style=”float: left;” src=”//cdn2.hubspot.net/hub/238/file-13152391-jpg/images/competition.jpg” alt=”competition” width=”152″ height=”142″ border=”0″ /If your company is like most, you have lots of competition and some of them will do anything to get the business. How would you like to eliminate your
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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.
There is just one problem. Our son is 8 and weighs all of 67 pounds so even though
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The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday I presented at the Sales EdgeOne Three-Day Sales Summit and my co-presenter, Donal Daly, cited a statistic from Gallop: Organizations that use coaches get a 26% ROI from that effort. That statistic surprised me in two ways. First, -
Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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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
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Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday I wrote about the Importance of the Relationship to the Sales Outcome. I was asked to talk more about how the elite (top 6%) salespeople develop that kind (late-stage in the early stage) of relationship.Have you ever
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Why the Relationship is So Important to the Sales Outcome
- September 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like and the other is how to develop strong relationships. There is nothing wrong with either of
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How Obama, Dan Pink, The Heaths, Steinbrenner and Kurlan Might Prepare Your Sales Force for Change
- September 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Preparing for Sales Training – Becoming Change Ready
- September 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just took a talented group of salespeople through three days of training. Perhaps you’ve been in a situation just like that at some point. There are several ways this group can approach integration, application and execution at the end
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Why Salespeople Fail to Make Needed Changes
- September 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later
By now most executives understand the role and importance of questions in the sales process.
Yesterday I presented at the Sales EdgeOne Three-Day Sales Summit and my co-presenter, Donal Daly, cited a statistic from Gallop: 
Here’s an interesting comparison for you.
Yesterday I wrote about the