Search Results
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:
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Differentiating a Pricing Strategy from a Sales Strategy
- May 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you subscribe to Verne’s Insights – 10 Minutes with the Growth Guy – Verne Harnish? You should. It’s the best newsletter I get – one I actually read each week! In today’s issue Verne wrote that his favorite quote from last week’s Sales & Marketing Summit was Mark Burton’s, “Discounting is the crack cocaine for business today”. He also shared that “instead, Burton says companies can use a ‘good, better, best’ strategy to provide various pricing levels without simply giving away margin.”
Wait a minute!!!
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Sales Force Alignment with Market Strategies
- April 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies differentiate between inside and outside sales; domestic and international sales; products and services; equipment and consumables, etc.
But if you are into breaking down processes, approaches, market strategies and positioning, there is more to it than these obvious differentiators.
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Good News Not a Substitute for Sales Force Competencies
- April 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you want to hear something crazy?
I’m a very prolific writer – not to say I’m a good writer, just that I post a lot. And of the dozens and dozens of posts from the last three months, would you like to guess what the LEAST read post was?
It was the one where I wrote about signs that the economy was improving! And one of the MOST read posts was the one where I wrote about the media making the economy worse.
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Seth Godin Reinforces the Proper Sales Process
- March 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted this article last week. Read it it’s very short and a very good story.
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Personality Assessments for Sales – The Definitive Case Study
- January 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Believe it or not, our in-house team was able to accomplish in about one week of intensive work, what the team of PHD’s couldn’t complete in the last year and a half! Test answers in our third round appeared to be coming in exactly where they should have been and all questions were accurately driving the desired findings. Exciting stuff!
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10 Steps for your Sales Force to Survive and Thrive in The Recession
- January 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bernie is the President of a company that had experienced flat sales for the three strong economic years leading up to the recession. He had been looking for a VP of sales for two years but hadn’t found the right candidate or failed to pull the trigger.
He attended an event where he heard me speak and asked me to contact him. He asked for my advice and I recommended that if he was serious about finding the ideal VP, then he should:
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New Metrics for the Sales Force – Unusual Thoughts for Unusual Times
- December 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some unusual thoughts for some unusual times: