SPIN Selling
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Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
- May 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Planting a fruit tree requires five simple steps in the right order—mess it up, and you’re left with dirt. Sales is no different, yet only 34% of salespeople follow a structured process. From mistaking methodologies for processes to winging it, discover why salespeople ditch the roadmap and how a proper sales process can boost revenue by 20%.
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The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
- May 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best. Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link:
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How I Realized That Selling is Just a Bunch of Crap
- October 31, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Those are strong words and probably quite surprising coming out of my mouth but I’ll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.
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4 Great Sales Lessons from a Notre Dame Commencement Ceremony
- May 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden, former Speaker of the House, John Boehner, and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. While all were good, Biden had one great takeaway, and the General shared 3 tips and an action step. I believe that these are all share-worthy and apply to sales and sales leadership as well, and perhaps even better than they apply to those graduating from universities.
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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
- August 18, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. They support and enhance selling. Tools don’t replace selling.
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Could it Really be The Death of SPIN Selling?
- April 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The author wrote that since most prospects today know what they want, they won’t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won’t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy.
Well, maybe.
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Top 12 Questions to Ask Yourself About Sales Process
- June 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most people don’t understand the difference between sales process and sales methodology.
A customized, optimized, formal sales process includes the sequence of steps, to-do’s, milestones and goals that must be achieved during a sales cycle.
A sales methodology is the approach one takes to execute those steps.
For instance, using a few well-known companies and brands:
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10 Attributes of the CEO Who Drives Sales and More
- August 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My second conversation was with an effective CEO who is completely unlike those that I described in the other article. My good CEO has the following 10 qualities that have a positive impact on the sales force:
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SPIN Selling and Miller Heiman Compared to Baseline Selling
- April 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A reader asked me about my book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, and how it compares with SPIN Selling and Miller Heiman’s Strategic Selling. Both books – SPIN Selling AND Strategic Selling are good; but neither of them are selling systems or processes.