Understanding 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
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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 -
Sales Management Woes – Depression over Impression
- April 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You want all of your salespeople to make a good first impression but even more, you want them to make a lasting impression. It’s difficult, if not impossible to recover from a bad first impression but what happens when your
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Lost Sales Analysis Tool
- April 25, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Paul DiModica is one of the forward sales thinkers I like and he has a weekly sales newsletter called BDM News. He recently wrote about his Lost Sales Analysis Tool which is a formula for calculating sales rep contribution
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Sales and Sales Management Advice
- April 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I recently discovered Joe and Mike’s Sales Roundup podcast, targeting the IT industry. You can subscribe to Sales Roundup and have each one-hour show delivered right to your desktop or handheld. It’s entertaining and packed with good advice. Check it
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Not Enough Hirable Sales Candidates
- April 21, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One company kept statistics so that they could show me that 450 candidates viewed their ad, only 22 took our assessment and only 2 were recommended. Of course, from the client’s perspective, this could only mean there was something wrong
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Reasons Why Prospects Don’t Buy
- April 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…here are many reasons why prospects don’t buy:
They didn’t need it;
There were no compelling reasons for the prospects to buy;
Your salespeople didn’t have the best solution;
Your salespeople didn’t have the best relationship;
Your salespeople didn’t differentiate
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Developing Weak Salespeople
- April 19, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some of your salespeople are chronically weak – they just under perform and you don’t quite know where to begin to help them. Perhaps, you don’t even know how to help them so you just tell them to do more,
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When Salespeople Think the Deal is Closed
- April 11, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…How often does this happen? A salesperson predicts that an opportunity ‘will close’ or, they do close an opportunity only to have the prospect delay or back out. What causes prospects to change their minds? More importantly, how do your
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Not Closing Sales – Sales Management Problem Solving Strategies
- April 7, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When some of your salespeople aren’t closing sales of certain products or services what does it mean? First it helps to identify the possible causes:
- are you losing sales to competitors?
- is your pricing strategy wrong?
- are your salespeople failing
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Why Can’t We Hire These Sales Candidates?
- April 6, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some companies don’t learn their lessons. Others don’t want to learn their lessons. Still others think that writing out a check replaces learning lessons. When it comes to hiring salespeople, most of the lessons have already been learned and are
A reader asked me about my book,