Search Results
-
My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
-
Top 10 Rules for Getting Salespeople to Follow Your Sales Process
- March 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A lady approached the priest after the service and felt terrible because she had been leaving early to tend to her sick husband. The priest said that this didn’t apply to her; she was already making a sacrifice by attending, and should care for her husband. She paused and finally said, “But he passed away three years ago!”
This story got me wondering about the widespread misuse of the sales process.
-
Sales Process – 5th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
-
Top 6 Tests to Determine if Your Sales Process Supports Sales Competencies
- April 6, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do your salespeople sound like these folks working the deli counter? Three of the four had some kind of process, but are the processes effective?
-
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.
-
Sales Process – What Have You Gotten Away From?
- November 5, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are about 45 executives in the room, many of them clients of Kurlan Associates. At two of the tables are clients that have been with the firm for so long, twenty years or so, that they have become great friends and two of them have become business partners at Objective Management Group.
One of the first exercises that the group participated in was Cash Optimization Strategies, and the first part of that exercise was Ways to Improve Your Sales Cycle.
-
The Sales Process, Closing More Sales, Raising Expectations
- September 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show. Today’s topic was “Sales Process Home Runs”. (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one. We also talked about hiring the right salespeople to sell within that process. Click here to listen to this compelling 30-minute discussion.
-
Sales Management – Most Important Functions in the Sales Process
- July 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you can see, coaching, albeit different coaching , is required for each base. Motivation is most important for getting your salespeople to first base while pipeline management and accountability are crucial along the way.
-
Do You Have a Sales Process?
- June 7, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies don’t have formal sales processes but some companies think they do but really have a list of milestones. How can you tell whether you have a sales process or a number of milestones? You can map them!
-
Can Preventing Hiring Bias Benefit the Sales Hiring Process?
- August 21, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’re hiring and you need to identify the ideal salesperson for a particular sales role and you need someone to sell enterprise solutions to the C-Suite. Aside from all of the other requirements, you’ll need to find someone who has done this before.