lead conversion

  • Are We Wasting Our Time on LinkedIn?

    • June 29, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    LinkedIn is a tool that I use more than some and less than others. As busy as I am, I’m unable to spend an hour on LinkedIn each day, but I do visit daily. I am engaged. And I always wonder if it’s a complete waste of time. In this article, I’ll share the highlights and lowlights from my informal LinkedIn effectiveness analysis and you may be very surprised with my conclusion.

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  • Leads are Making Salespeople Lazier Than Old Golden Retrievers

    • July 7, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We all know that the introduction beats the crap out of the lead follow-up 95 times out of 100.  If that’s the case, why are so many salespeople spending all of their time attempting to generate and follow-up on the leads that produce results 5 times out of 100?

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  • Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats

    • November 15, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bob Thompson left several comments on the article at the CustomerThink site.  In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media.  I think that’s a terrific idea, Bob, and while it’s much more difficult to isolate those statistics, I did the research and report on it here.

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  • Who Cares More – Sales or Marketing?

    • February 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It all depends on the parameters.  I’ll list a dozen or so items that both sales and marketing should care about and provide my opinion about who cares more.  Then you can tell me how wrong I am.

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  • Derek Jeter Shows Salespeople How to Convert Leads to Opportunities

    • May 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Derek Jeter, the leader and all-star shortstop for the New York Yankees, goes all out running hard to first base on every ball he puts into play.  As a result, it’s easy for management to expect the same kind of hustle and effort from everyone on the team.  After all, if the star does it, then everyone should do it. Other teams?  Not so much.  David Ortiz of the Boston  Red Sox never runs hard on a ground ball so what does management say to a younger player who also fails to run hard?

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