increase sales
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25 Sales Experts on the Importance of Coaching Salespeople
- February 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales managers are still not coaching – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.
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Sales Process for the Anti-Sales Process Crowd
- January 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can look at sales process any way you want but if what you want are more consistent, predictable results, in a framework that supports sales coaching, then you want a customized, formal, milestone-centric, customer-focused sales process and scorecard!
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3 Types of Salespeople – Which are Best at Growing Sales?
- July 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The pessimist complains about the prospect. The optimist expects him to buy. The realist adjusts the sales strategy.
Let’s look at these three points a little more closely, shall we?
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The Unusual Case of Arturo – How He Sabotaged His Own Sales
- July 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Solving the problem was actually quite easy. I explained to Arturo that his prospects were wondering, “If he doesn’t follow up when he is trying to get the business, what kind of follow-up will I get after he has the business? He doesn’t appear to care very much or be very reliable, so I don’t think I will buy from him.”
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Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:
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Jim Collins Fortune Interview Translated for the Sales Force
- March 2, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
So, if you must do something, as opposed to nothing, what can you do? You can only cut so many costs. You can only sit back and wait for so long. You can only hope so much. At some point, you must do something about the one thing you can control – your sales force – the single connecting point between you and your revenue.