Search Results
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The 10 Keys to Effective Group Sales Presentations
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you speak at as many events as I have over the past 3 decades, you come to expect certain things. As you consider each of the following scenarios, try to make a comparison as to how it might compare with the sales calls and presentations you make to groups:
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The Challenge of the Challenger Sales Model – The Facts
- January 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I wrote an article, Now That You Have a Sales Process, Never Mind, that was very critical of an article that appeared in Harvard Business Review. The authors were nice enough to clarify their position and, even if you read my original article, it’s worth revisiting because of the additional discussion that took place after it appeared.
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CSO or Sales Leader
- January 14, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Partners
- January 13, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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The Latest and Greatest in Sales Force Effectiveness
- January 12, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Spoiler Warning: This article is about my company and its new product. Stick around though and I think you’ll realize that it’s just as much about your company as it is mine.
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Achieve More Accurate Forecasts and Sales Results Today
- November 12, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, a new client was explaining how he called several of the nearly 300 opportunities that one salesperson had in his pipeline. My client identified 7 opportunities that had no recent activity, but had been in the pipeline for several months and were supposed to close. Imagine my client’s surprise when:
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Sales Success is Like Making Great Tasting Soup
- November 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales success is no more about any one competency than great-tasting soup is about one ingredient. If you omit one ingredient, like salt, the soup will taste bland. If you omit one competency, like Qualifying, your sales effectiveness will suffer. While you can’t leave one ingredient out of the soup, it’s also not possible to make soup by focusing on and including only one ingredient. Likewise, with sales, you can’t expect to succeed, dominate your market, and celebrate your results if you focus on and include only one of the competencies on my list.
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7 New Ways to Motivate Salespeople Through 20 Old Hurdles
- September 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But what about those who are intrinsically-motivated – those who are motivated by satisfaction, fulfillment, praise and recognition. They want to change the world. They love what they do and want to achieve mastery. That motivates them. OMG is able to differentiate between intrinsically-motivated and extrinsically-motivated salespeople, but how do you manage those who are intrinsically-motivated? How do you get them to perform when they are interested in things that go beyond a commission check?
Perhaps this will help:
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Top 20 Reasons Why Data May Not be the Key to Boosting Sales
- June 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I read somewhere that data was the key to boosting sales. Really? Says who?
When you look into the “who”, it should come as no surprise that it’s the companies that provide data analytics that say so. Don’t get me wrong; data (and especially the right data) can be very useful. But data, by itself, doesn’t boost anything.
If you are getting the right data…
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The 10 Keys to Effective Group Sales Presentations
- June 9, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only difference between speaking to dozens, hundreds or thousands, and presenting to groups on a sales call, are the number of believers. It’s our job to find a way to get as many people as possible to believe in us, our ideas, our capabilities, our value and the impact we can have on them and their business.