Search Results
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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!
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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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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s discuss how the Trump economy will affect sales organizations.
It will be easier to schedule meetings – hooray!
It may be easier to reach decision makers – that’s awesome! They hide when they aren’t interested in spending.
Sales cycles will be shorter – that’s great news!
But with all that good news, I do have five warnings to share:
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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.
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Dave Kurlan’s Homicide Detective Article Was a Finalist for Top Sales Article of 2024
- January 7, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: News
Homicide Detective Makes Best Case for Sales Process was named a finalist for Top Sales Article of 2024 by Top Sales Magazine. Read it at https://www.kurlanassociates.com/understanding-the-sales-force/2024/homicide-detective-makes-best-case-for-sales-process/
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The Biblical Sales Force Part 4 – Accountability
- January 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign. On the contrary. It’s a privilege, and with it comes a requirement for sales excellence, not sales mediocrity.
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Why Most Salespeople Require More Training and Repetition
- December 12, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The people who enter sales immediately after high school or college graduation learn sales from the ground up and are better trained and prepared for what they will encounter and what they must do in those situations. However, those who make career changes and transition to sales later in their career, don’t benefit from nearly as much sales training, receiving mostly product training instead. That forces them to rely on instincts, which are not based on sales experience or wisdom, and often guide them to do what makes them comfortable, as opposed to what makes them effective.
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Top Sales & Sales Leadership Articles of 2024
- December 12, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you’ve been reading this Blog for more than a couple of years, or since 2006, then you know that every December I post the best articles of the past year. This year there are five articles listed in the category of best Sales Leadership articles, there are ten articles listed in the category of best sales articles of the year, and five more that are my personal favorites. Additionally, I listed the top five video rants of 2024 to give you a bit more value while you are here.
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Everything About Baseline Selling on One Page
- December 11, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place.
Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005. It uses the metaphor of the baseball diamond to visualize the sales process and any corporate sales process can be overlaid, integrated or married to it, making it the most flexible sales process ever to be introduced.
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Three Dog Night Classic is Foundation for Present Day Selling
- November 26, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you start with the having fun part you can’t go wrong. Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information. Where’s the fun in all of that? And if you don’t bring the fun, who wants to spend any time with you? Differentiate!