end of quarter closing
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Last Day Madness on the Sales Force – That’s One Kind of Urgency
- November 6, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m still getting calls and emails asking if I’ve come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9. The series victories over the Yankees, Astros and Dodgers, all 100-win teams in their own right, were too easy. There wasn’t enough drama, tension, adrenaline or doubt. There was no sense of urgency. That’s the topic for today – urgency. Check out the table below:
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Top 10 Ways Salespeople are Selling in the Dark
- November 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you happen to see the movie Gravity?
Early in the movie, the two astronauts, played by Sandra Bullock and George Clooney, lose communications with Houston. From that point on, they don’t stop talking to Houston, they don’t stop reporting in and they don’t change protocol. What they do change, is they add a phrase to the beginning of each message, “Houston, in the dark…”
They are moving blindly, without direction, without feedback, without certainty. They are in the dark. That’s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. They are in the dark.
It’s most obvious when salespeople don’t know: