sales
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Getting Deals Closed – End of Quarter Sales Gone Mad
- March 3, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the 26 years that I’ve been helping companies grow and develop sales and revenue, I have rarely met with an executive for the first time and not heard about —it.
It all begins around week 11 of the quarter. A frenzy of calls, increased activity, sales management and sometimes C-Level intervention, discounts, offers that can’t be refused, and more. For 3 weeks every quarter, the entire sales force – hell, the entire company – takes on a do whatever it takes attitude to bring those deals in house.
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Did Your Salespeople Choose to Be in Sales?
- January 5, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Even if you reviewed as many resumes as I do each week you might not notice this: Most sales candidates did not have a sales position as their first job after college. Most started as something else and then, out of the blue, they were in sales, sales management, marketing, or business development. I always get suspicious when somewhere back in time a candidate went from Purchasing to Sales Management and never sold along the way…
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Relationships – 7th of the Top 10 Kurlan Sales Management Functions
- November 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 7th in my series of the Top 10 Kurlan Sales Management Functions.
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5 Steps to Coaching Your Salespeople Beyond Happy Ears
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I posted this article about Diagnosing and Overcoming Happy Ears on the Baseline Selling web site. And last week I wrote this article about Happy Ears and an empty pipeline.
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Understanding the Sales Force – Top 100 Blogs
- September 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s been a pretty good week for getting honored.
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Quote 85% Less – Sell 300% More!
- September 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in December I posted this article to my Blog on the concept of less being more. You should read that first.
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The Latest Fiction for the Sales Force – No More Hunters and Farmers
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!
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Are Sales Tools the Solution?
- August 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When Sales tools are used properly, they become tremendous solutions, for example: