Search Results
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The Sales Management Equivalent to Baseball’s Pitch Count
- September 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One friend suggested I find a way to correlate pitch count to sales.
No problem.
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Hiring Salespeople is Like Baseball Expansion
- September 15, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier today I was interviewed by Hank Walshak for a white paper on Sales Process, Sales Production and Sales Performance. As we discussed sales production – the concept that more salespeople equals more revenue, I explained dilution as it related to Baseball.
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The Sales Force and Similarities with Baseball
- August 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, editor of EyesOnSales, interviewed me for another Podcast, this one on the similarities between baseball and sales. It runs for only 7:23.
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Another Connection Between Sales and Baseball
- September 7, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You have to make sure your salespeople are prepared for those situations. Do you coach them so that when the opportunity presents itself they’re able to capitalize on it? That’s the essence of your role as their sales manager!
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Hiring Salespeople is Like Signing Free Agent Baseball Players
- June 19, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It may be a one call close, the need to call on the CEO, the amount of money your salespeople must ask for, the number of competitors, or a host of other factors. A strong candidate has already had success selling with those challenges.
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Baseball and Sales Management by the Numbers
- June 11, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some salespeople don’t appear at the top of their company’s charts because they are new, don’t have the best territories or are starting territories from scratch, may be great performers, doing all the right things on a daily basis, but don’t get the recognition they deserve.
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What is it About Baseball Books?
- July 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent post on 800CEORead.com was titled ‘What is it About Baseball Books?’. It was a good article but, given the audience, Top Management Executives, I wondered how the author, Jack Covert could have omitted the two baseball books actually written for his audience. They are Jeff Angus’ fine management book, Management by Baseball, and my book, Baseline Selling.
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Management by Baseball
- June 3, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Just six months after my book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball was published, Jeff Angus published his new book, Management by Baseball. The experts are saying that this book is a homerun too!
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Top 20 Reasons Why Sales Opportunities Don’t Close
- January 28, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders who are frustrated with low win rates place the blame on closing skills when, in reality, it has NOTHING to do with closing! Watch this 2-minute video for an explanation and then continue reading below.
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Timing – A Secret Key to Sales Success
- January 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Timing is easy to recognize. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Then there are all the occasions in the middle – the timing is neither good nor bad – where by asking the right questions and getting them to recognize they might have an issue you can help with, you do succeed at scheduling a meeting. These are the very meetings you want because early on, they aren’t talking with anyone other than you.