sales
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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2 Things Race Car Driving Has in Common with Selling
- July 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver! How many people do you suppose there are that can take claim to both of those professions?
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10 Steps to Record-Breaking Sales Revenues
- June 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.
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How to Find More Sales Opportunities (without Cold Calling)
- June 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities. I’ve tackled delayed closings, so today, with a little help from my friends, I’ll tackle not enough new opportunities. I mentioned in my last post that (most of) you need three times more opportunities than ever before to make up for the late stage opportunities that aren’t closing right now.
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Hire the Best Salespeople on the Planet
- May 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several months ago Objective Management Group began to identify hirable candidates that are ideal – they will ramp-up more quickly than a normal hirable candidate. A normal candidate should ramp up according to this formula I devised many years ago:
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Salespeople Should be More Like Children
- May 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wouldn’t it be nice if all of your salespeople simply made it their number one priority to find the opportunities required to keep their pipeline stuffed with quality opportunities?
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More than Half of All Sales Managers Should Consider….
- May 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn’t be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers.
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What Should You Tell Your Salespeople in this Economy?
- May 6, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I have written about what you must do with your salespeople in this economy. Would you like to hear what that actually sounds like?
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What is Causing Your Salespeople to Fail in this Economy?
- April 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have a salesperson like Bob?
Bob was very anxious over what to write to a suspect that blew him off. The prospect canceled an appointment and was vague about whether or not he would reschedule. This stopped Bob in his tracks and he literally spent an entire day getting feedback on what his email should say. Not only is Bob wasting time, it is time that could be spent finding and identifying additional opportunities, moving existing opportunities along and connecting with customers or clients and collecting referrals. So what causes Bob to do this and could we have predicted this behavior?
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Top 14 Requirements to Perform a Sales Force Makeover
- April 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For kicks, let’s take a look at this week’s Baseline Selling mail bag.
One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren’t able to book appointments.
Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year.
Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months.
And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive.
What do all four of these scenarios have in common?