Search Results
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Inc Magazine Gets it Wrong on Sales Prospecting
- May 31, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In his article, he shares a systematic approach for prospecting “loosely based upon a conversation with Thomas Ray Crowel.” My interpretation of his use of the word “loosely” is that he contributed his own opinions to this systematic approach. That makes the article all the more disappointing.
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Top 5 Reasons Why Salespeople Don’t Qualify Effectively
- April 17, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question:
“Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?”
Great question. Here are my top 6 reasons why:
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All-Time Top Kurlan Sales Article
- December 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether you’re using a personality assessment, behavioral styles assessment, psychological assessment, or psychometric (describes all of the above) assessment, it’s the marketing that’s sales-specific, not the findings. Use them at your own risk.
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What the Huge Patriots Win Teaches us About Sales Momentum
- November 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.
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Top 10 Lies Your Salespeople Hear and What to Do About it
- November 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you know who else thinks we are morons? Prospects.
How many of your salespeople have been told any of the following lies?
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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6 Keys to Make All Sales Calls Easy Sales Calls
- August 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople can have more easy calls, but you’ll have to change up a few things.
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Is Showmanship a Lost Art in Selling?
- August 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Showmanship is missing from most modern sales presentations. Demos tend to be about products, technologies, capabilities and the company story. Sales calls are about listening, asking questions and qualifying. But what ever happened to showmanship?
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The Unusual Case of Arturo – How He Sabotaged His Own Sales
- July 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Solving the problem was actually quite easy. I explained to Arturo that his prospects were wondering, “If he doesn’t follow up when he is trying to get the business, what kind of follow-up will I get after he has the business? He doesn’t appear to care very much or be very reliable, so I don’t think I will buy from him.”
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Does Your Sales Force Look Like This?
- April 12, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I shared just a few of the charts, graphs and tables, which we include in a sales force evaluation when we are answering common, but difficult, business questions such as: