Baseline Selling
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What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
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The Secret – The Ancient Scrolls and its Impact on the Sales Force
- March 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.
Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:
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Are Your Salespeople Selling Price Like Sam’s Club or Value Like Nordstrom’s?
- November 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So what does this say about the state of the economy and more specifically, about discounting and trying to win business based on price?
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Improve Sales Performance with More Effective Pipeline Management
- November 10, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Related to pipeline, I hate inappropriate blog commenting. That’s when people seek out a blog only to use it as an excuse to write about what they’re promoting on their site. It’s the other form of SPAM. The way it manifests itself on this blog is when someone targets one of my posts on closing or pipeline management and then adds their comment about how you can solve this problem by using lead analytics software or search engine optimization. I’m all for tools of this type and I love Hubspot’s lead analytics and SEO but let’s be real. SEO and on line analytics help to generate leads; they have as much to do with closing effectiveness as Michael Jordan has credentials for baseball’s Hall of Fame! Over achievers, using their sales competencies, create improved sales performance.
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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.
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Your Salespeople Call on the Wrong People and Expect Them to Buy
- October 30, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I speak quite often to groups comprised primarily of CEO’s and Presidents. Yesterday was a good example of that, with about 100 people in the audience. There were 35 No-Shows, most of whom did not have the title of President or CEO.
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What Have Your Salespeople Been Listening To?
- October 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my position as a sales development thought leader and expert I get to hear what many salespeople in many industries are encountering for resistance. In the last few weeks I’ve heard way too much about deals getting suspended due to spending freezes. Have your salespeople been hearing this?
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The Sales Force and Similarities with Baseball
- August 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, editor of EyesOnSales, interviewed me for another Podcast, this one on the similarities between baseball and sales. It runs for only 7:23.
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Top 10 Articles for Growing Sales
- November 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought it would be a good idea to point you to my top articles for growing sales. Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it’s pretty difficult to identify them from the 400 plus posts I’ve compiled in the last four years.