Search Results

  • 13 Most Important Tools for Coaching Salespeople

    • November 11, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.

    #1 – COACHING

    In its simplest form, sales coaching consists of the following two activities:

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  • Options – 7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture

    • October 22, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This  the 7th in my series on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.

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  • 4th 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.

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  • Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture

    • October 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:

    #4 – You Can Talk – It’s Your Mind that Has to Shut Up

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  • Putting for Eagle – Going for the Unlikely Close

    • September 29, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last year around this time, I wrote this article about how easy it is to get away from the sales process and other things you must do to achieve consistent results.  In these difficult times, the one thing you can’t do is attempt to do it without systems and processes because they are about the only things you can rely on.

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  • 10 Steps to Record-Breaking Sales Revenues

    • June 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall.  You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.

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  • Top 6 Reasons Why Most Sales Training Doesn’t Work

    • June 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you invest in sales training, especially now, you also need it to work now, not in 12 months.  Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.

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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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  • Why is Selling So Difficult – Let Me Count the Ways

    • April 20, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Wouldn’t it be nice if selling was as easy as most salespeople treat it? You would just come right out and say what you’re selling, tell prospects why it’s important, explain the features and benefits, tell them what it costs, and make the sale. After all, that’s how we did it in the 60’s and 70’s. It’s so easy. It’s so logical, it’s so ineffective.  Why is selling so difficult?  I have a number of answers….

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