closing

  • How to Close the Deal that Your Salespeople Can’t Close

    • August 10, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn’t close.  This is followed by, well, follow up, leading to more put-offs.  There are many reasons why this happens but for the purpose of this article, let’s simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way.  Simply a closable opportunity that hasn’t closed yet.  In situations like this, there are usually two things going on:

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  • Top 20 Requirements – How Salespeople Can be Better at Closing

    • June 10, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you were to ask most executives for one thing that they would like their sales force to do better, you would likely get one of two answers:

    Close
    Prospect 

    Nothing wrong with those two choices – or is there? 

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  • Why You Should be Scared When Your Salespeople are Closing Sales

    • February 10, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most senior executives get excited when a lot of business starts to close all in a fairly short period of time.  They think:

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  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

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  • Seth Godin Reinforces the Proper Sales Process

    • March 5, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Seth Godin posted this article last week.  Read it it’s very short and a very good story.

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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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  • The Sales Process, Closing More Sales, Raising Expectations

    • September 29, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show.  Today’s topic was “Sales Process Home Runs”.  (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one.  We also talked about hiring the right salespeople to sell within that process.  Click here to listen to this compelling 30-minute discussion.

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  • Sales Statistics That Reveal Sales Effectiveness

    • September 26, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.

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