Search Results
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Now That You Have a Sales Process, Never Mind
- October 16, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here’s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. So they say. Here are some of the many problems with their premise:
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Impact of Sales Process Versus Sales Coaching
- May 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While most sales leaders admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn’t come to the same conclusion. So, why is it so obvious to sales leaders that they need to improve their coaching, but so elusive that they need to improve their sales process?
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Sales Process – Top 10 Reasons Why Sales are Lost
- January 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions:
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Top Kurlan Articles on Sales Process:
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Sales Process:
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Sales Process is to Religion as Sales Methodology is to Prayer
- October 24, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether you have or are a salesperson yourself, if you don’t have BOTH an effective sales process that you follow – religiously – and a sales methodology that you practice – faithfully – you must – convert!
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Top 12 Questions to Ask Yourself About Sales Process
- June 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most people don’t understand the difference between sales process and sales methodology.
A customized, optimized, formal sales process includes the sequence of steps, to-do’s, milestones and goals that must be achieved during a sales cycle.
A sales methodology is the approach one takes to execute those steps.
For instance, using a few well-known companies and brands:
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What Automotive Technology Can Teach us About Sales Process
- May 20, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Much like the automobile drivers of decades past, the salespeople in companies lacking a formal, structured sales process don’t know what they don’t know. They aren’t aware that they aren’t as safe as those with the process. They don’t know they are out of control and at risk every time they conduct a sales meeting or call.
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Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:
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How Christmas Gift Giving Mirrors the Ideal Sales Process
- December 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you understand that, then why do so many executives and salespeople, from all industries, still insist that the first thing they must do with a new prospect is present? Even the word “present” suggests waiting for the perfect time.
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How to Determine if Your Sales Process is Effective
- December 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you reverse engineer your sales calls?
OTHER THAN THE PART OF YOUR SALES CALL THAT INVOLVES PRESENTING, could you break down and explain, each step, strategy, tactic, question, response and milestone met, in the order they occurred, why they were chosen, and the resulting reaction of each occurrence, AFTER you’ve completed an entire sales cycle?