Dave Kurlan
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Quadruple Dittos Motivate Your Sales Team to Achieve
- April 6, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you follow sports – even a little – then you know about special sports achievements. The Hat Trick is pretty special in Hockey, The Cycle and the No-Hitter in Baseball represent near-perfect games, the Ace or the Hole-in-One is an ultimate score in Golf, and the Triple-Double represents the ultimate achievement in a Basketball game. Yes, I know I left out Soccer – again – but I just don’t know enough.
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Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need
- April 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I want to share 5 out of more than 100 important insights that they took away which apply equally to you too.
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The 5 Questions That Get Prospects to Buy so You Don’t Have to Sell
- March 30, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s a catch-22 that I find myself in all of the time. In this business, I can’t ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling, I will lack credibility. I become one of those people who, if they can’t do it, they teach it. On the other hand, I can’t be better at selling than at providing expertise because it is often very threatening to potential clients. They fear being sold something – especially consulting services – from someone who could possibly fail to meet expectations, and my business would fail if I caused that to happen. So what is a sales expert to do? Let’s answer that question, discuss how it applies to you, and share some questions that will help you sell more of what you have!
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Preppers – Who They are and What They Share with Elite Salespeople
- March 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you know, urgency leads to action and that brings us to our topic. Who are Preppers and what do they share with Elite Salespeople?
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How March Madness Applies to Salespeople and Your Sales Force
- March 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You have a choice – be part of the elite 7%; be part of the strong 16% or be part of the crappy 77%.
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Top 5 Conditions For B2B Prospects to Buy Your Services
- March 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So first a little baseball and then the sales analogy. A fastball hit me square in the knee today.
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This Simple Strategy Will Sell Your ROI and Value Proposition Every Time
- March 7, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection. They become defensive, review features and benefits, and make the situation worse for themselves instead of better. We are going to review the case history of a salesperson who had an $85,000 solution that would increase company revenue from $10 million to $20 million. Despite promising a $10 million gain, he was unable to overcome what he heard from his prospect: “That’s too much money!” In this article, we will discuss how it’s done.
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Breaking News – More Salespeople Suck Than Ever Before (and Why)
- February 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople always seem to get a bad rap and obviously that’s bad for business. But it’s always been that way and nobody has made a very big deal about it, so what has changed?
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
- February 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just love it when cool gets cooler and I’m not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and developed the concept as a new feature for their world-class CRM application, Membrain. You have to see how we integrated this new feature into the Baseline Selling version of Membrain. In the image below, you can see that we added a scoreboard milestone at two stages of the sales process.
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How Wrong are Company Methods to Rank and Compensate Salespeople?
- February 23, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, “Great effort!” School grades go down and we say, “Oh-oh, something is seriously wrong here!” Academic grades are a reflection of test scores, completed homework and class participation. Sales grades are another story altogether and that is where most companies make terrible, horrible, awful mistakes. Do you think you know what those mistakes are?