account management
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How Our Veterinarian Can Help Improve Your Win Rate
- January 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most repeat business is handled by salespeople with a number of different titles but the two that describe most of them are, Order Taker and Quoter. The salesperson receives the call or email where the existing customer asks for the price on something they may or may not be currently buying from this company. The order taker/quoter says, “I’ll get a quote right off to you!” While some of those quotes or proposals convert to sales, many more do not. Why?
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Did You Know That You Have Woodpeckers on Your Sales Team?
- May 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are plenty of things that could interfere with a salesperson’s ability to Hu or Farm and this article will discuss all of them.
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The Secret to Account Churn is Not Dedicated Account Managers
- August 3, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. The key similarity is that both groups of salespeople have a limited number of prospects, as defined by geography or need, and therefore must continue calling on those prospects until they are sold. But then what? If a rep is selling consumables and/or supplies of some kind, they’ll continue calling on those customers who buy. But what if they aren’t selling consumables? What if the purchases are much more infrequent, as in many months or even years apart?
That’s the problem I’m writing about today.
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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success
- June 11, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn’t stop chatting with me for the remainder of the game. When Timmy said he hated the Red Sox I had to ask him why. His answer is the focus of this article on selling! “Why do you hate the Red Sox so much Timmy?”
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The Simple Tool that Simplifies Account, Time and Territory Management
- January 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management. You can modify the weighting for the 9 criteria based on how important each one is to you and your business. Just make sure that the totals equal 100.
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School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service
- February 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. Our son has watched the original movie around a dozen times and didn’t think there was the slightest possibility that the show would be as good as the movie. Did the show meet expectations? I’ll share that in a moment, but first, let’s discuss the dynamic of the show versus the movie and compare that to an ongoing sales challenge. While salespeople have expectations for meeting outcomes and sales results, prospects have expectations too – for the meetings, salespeople, products, services, prices and terms that a company will provide at various times during your sales cycle. In the case of movie versus show, there is a better analogy to strategic account management and even customer service.
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New Book will Improve Your Account Managers’ Relationships
- April 29, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I wanted to let you know about a new book hitting the shelves today.
Most of the books that are written about great customer experiences only cite best practices by large, well-known B2C companies like Amazon, Apple, Starbucks, and Zappos. You know how I feel about studies that only cite big companies…
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How Would Your “Top Salespeople” Do If…..
- May 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies have people who are considered top performers who, under different circumstances, would be considered extremely weak salespeople. While these salespeople do appear to be weak when we assess them, it’s much more difficult for management to recognize how weak they are when they lead their company in revenue. Notice how I didn’t say “sales”? That’s right, they happen to manage more revenue than anyone else, but that has less to do with selling than it does account management…