Blog
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What Salespeople Can Learn From Dogs
- March 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many salespeople could learn the art of timing from Bloomie. Back in the days when I was the primary producer for my company, Bloomie would join me in the conference room for every sales call. At the point in time where I had my prospects feeling most uncomfortable with their situations, Bloomie would awaken from her slumber, wiggle her butt in the air, make some hilarious sounds, wait for the prospect to laugh, and then lay down and go back to sleep.
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Sales Candidate Doesn’t Qualify
- March 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t allow yourself to be influenced by your feelings when the evidence suggests otherwise.
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The Sales Call Gone Bad
- March 9, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When most salespeople talk about calls gone bad they’re often talking about sales horror stories, a trend developed by Dan Seidman at Monster Sales News. I believe that any sales call that fails to move forward (next step, base or stage) is a bad call. When a prospect ‘didn’t hear anything that interested him’, one of two things happened:
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Losing Customers – Who is to Blame?
- March 8, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies experience losing important customers or clients at some point in time and statistics can certainly support a claim that you can’t keep every customer happy. But it’s that justification that usually hides the real problem, a problem that can duplicate itself again and again.
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Closing the Sale
- March 4, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The interesting thing about this list is that most of the topics have little, if anything to do with closing. As a matter of fact, if a salesperson is effectively executing the process of selling, all of these topics are dealt with long before a salesperson determines that an opportunity is even closeable.
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Shorten the Sell Cycle by Slowing Down the Selling Process
- March 3, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople hear the first examples of what they believe are compelling reasons to buy, get excited, and skip the most important part of the sales call, rushing into a trial close. Well, the salespeople might be ready to close, but the prospect isn’t! Let me give you an example:
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Sales Meetings – How Should They be Conducted?
- February 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here’s what I suggest for a one-hour, concise, controlled, formatted, results-orientated sales meeting:
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When Coaching Salespeople Isn’t Coaching
- February 7, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s likely the time that sales managers and salespeople spend together is valuable however, let’s not assume that it’s really coaching that is taking place.
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Salespeople – The Urgency of Selling
- February 4, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s likely the time that sales managers and salespeople spend together is valuable however, let’s not assume that it’s really coaching that is taking place.
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Sales and Sales Management – Ideas for Growth
- January 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was asked about the difference between sales training and sales development. They are the same except for one ENORMOUS difference. Sales training takes place in the classroom and is often difficult to apply and put into practice. Sales Development takes place throughout the sales organization from the top executives down through the most junior of salespeople. While sales training is a component of sales development, some of the components that are even more important include: