Search Results

  • More Baseline Selling

    • April 6, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’m watching the third baseball game of the young season. My team, the Red Sox, is trailing in the seventh inning. As Red Sox games go, this is boring, if not depressing. The most prolific offense of the last three years, the Sox hadn’t scored a single run. Similar to some sales calls, it began badly.

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  • 5 Sales Management Best Practices

    • April 5, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I found the article to be akin to naming passing, receiving, blocking, tackling and kicking as the five baseball best practices.

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  • Spamelot and Selling

    • April 1, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’m not a proponent of canned presentations – they’re boring. I hate it when prospects ask salespeople to make a capabilities presentation. Your salespeople are expected to do this and as a result of agreeing to do this, they bore their prospects to death.

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  • Great New Book on Selling – The Inside Story

    • March 15, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My research and statistics from evaluating 250,000 salespeople revealed that 74% of all salespeople are ineffective.

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  • More on the Pipeline

    • September 4, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I recently wrote about the importance of a balanced pipeline but, in that article, didn’t comment on the required size of the pipeline.  Size will vary by company, industry, average order, and salesperson but I’ll attempt to provide a common formula that should work for everyone.

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  • Pay Attention to the Pipeline

    • August 30, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet you don’t know whether each of your salespeople have enough opportunities in the pipeline. Oh, you do know that one? Sorry. That’s right. None of them have enough opportunities in the pipeline. And lastly, I’m sure you don’t know whether each salesperson’s pipeline is balanced. What is a balanced pipeline?

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  • Slump Busters

    • June 7, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Lack of consistency causes salespeople to slump and consistency prevents slumps. It’s that simple. But what is the true nature of a slump?

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