Closing Sales

  • Sales Tips for Trade Shows and Major Accounts

    • May 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The exhibitor and visitor attendance is more good news relative to confidence, spending and outlook in the business sector.  The bad news is that the exhibitors were clueless as to how to get people to stop at their booths and engage.

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  • Derek Jeter Shows Salespeople How to Convert Leads to Opportunities

    • May 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Derek Jeter, the leader and all-star shortstop for the New York Yankees, goes all out running hard to first base on every ball he puts into play.  As a result, it’s easy for management to expect the same kind of hustle and effort from everyone on the team.  After all, if the star does it, then everyone should do it. Other teams?  Not so much.  David Ortiz of the Boston  Red Sox never runs hard on a ground ball so what does management say to a younger player who also fails to run hard?

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  • Great Sales Opportunities That Don’t Close

    • March 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If getting opportunities into the pipeline is the most universal sales challenge, then getting opportunities closed comes in a close second. I’m talking about prospects who aren’t ready to say, “yes” but are still “very interested”.  These calls pose problems for salespeople for several reasons:

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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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  • Sales Velocity – 6th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture

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

    This is the 6th is my series of articles on the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.

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  • Salespeople and Requests for References

    • June 3, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For the first time in months, I was recently asked for references.  No problem!

    But it got me thinking about who asks for references, why they ask for references and when they ask for references…and what salespeople do when they’re asked for references, and whether those references lead to closed business.

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  • The CEO Who Needed to Hire Salespeople

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

    Yesterday I spoke with a CEO who asked for some help recruiting salespeople.  It seems that the salespeople they had previously hired had failed.  As I learned more about their business, a few things became obvious to me:

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  • Three Ways I Can Help You Feel Better about the Economy

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

    Start with this. Thanks to my friend and best-selling author Dan Millman, of Peaceful Warrior fame, for turning me on to this light-hearted take on last year.

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