Dave Kurlan
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Getting Reluctant Salespeople to Fill Their Empty Pipelines
- June 25, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I wrote this article about the best time to ask salespeople to fill their pipelines. One reader asked how to get salespeople to fill their pipelines.
It’s an interesting question because your real performers don’t have to be asked. They will keep it filled on their own. If you are having difficulty getting salespeople to fill their pipeline, then one of several things may be true:
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Controversial “Best Time” For Salespeople To Fill Their Pipeline
- June 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The obvious answer is to make sure that they fill the pipeline when it begins to empty or is getting close to being empty, right?
Wrong.
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Effective Selling Can’t Occur Until Salespeople Perfect This
- June 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In today’s article, we discuss five examples of what salespeople must do to sell more effectively.
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The Sales Leadership Landscape – A Different Perspective
- June 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders are to Homeowners as Sales Development Experts are to Professional Landscaping Companies.
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How the Right Sales Leader Can Turn Around Sales Performance
- June 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of people problems have you created?
How can you fix them? -
How Selling is Just Like Driving a Car
- June 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling. Those adjustments, in no particular order, include being sure that:
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10 Best Sales Force Articles That You Probably Didn’t Read (Yet)
- June 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written 930 articles for this Blog. Some, that I don’t think are particularly good, are the most popular, getting thousands of reads here, and thousands more on other sites that republish them. Others, which I think are very good and/or important, are hardly noticed, usually because of either the title, day of the week, or time of day.
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Contractual Obligation is a Missing Link of Sales Success
- May 31, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
However, there is one area of sports for which there is no sales analogy. Say it isn’t so!
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Warning to Sales-Focused Companies Wanting to Stay Relevant
- May 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Mike Myatt wrote an article for Forbes‘ online site called, To Increase Revenue Stop Selling. This article has been very heavily viewed and commented. I don’t agree with most of Mike’s suggestions, but in his defense, he is not a sales expert, sales writer, sales manager, sales leader or salesperson. He simply doesn’t like being pitched or sold to and urges salespeople (he doesn’t want them to sell or be called that) to simply let him buy – when he wants, where he wants, how he wants, from whom he wants, and for prices he is comfortable paying. Sounds like retail, doesn’t it?
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More Sales Assessment Imposters Exposed
- May 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments can have a huge impact on selection, diagnosis and development of the sales organization. However, if you choose the wrong assessments – imposters – you won’t receive any of the powerful intelligence or predictive benefits that OMG provides its users.