improve win rates
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Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be?
There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:
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The Bob Chronicles Part 5 – Bob Can’t Win This Argument Over a Sales Core Competency
- June 22, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
OMG has assessed more than 2 million salespeople and measures their sales capabilities in 21 Sales Core Competencies. While some might not like their scores, most salespeople agree with our findings because they are extremely accurate. However, there is one competency of the 21 that causes salespeople to dig in, disagree, and push back. Today I will explain the competency and share yesterday’s conversation with Bob. For new readers, and those who don’t remember, Bob tends to get himself into trouble and is representative of all weak salespeople.
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:
Someone from my team always responds to these inquiries and it was my turn. I want to share the correspondence, but it’s even more important to read the accompanying explanation, interpretation, warning and lesson. If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales!