reaching decision makers

  • Top 4 Reasons Salespeople Struggle to Reach Decision Makers

    • October 30, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So here we are again, with half of the salespeople reporting that they aren’t reaching decision makers.  And why would a decision maker want to be reached if the salespeople are focused only on presentations?  And companies wonder why their sales cycles are so long, their closing percentages are so low and their margins are slip sliding away…

    Also noteworthy were these findings from the survey results:

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  • The Longest Sales Cycle Ever – How They Closed the Deal

    • May 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If only your salespeople had that kind of commitment and staying power.  If only they were able to somehow get connected to their target prospects.  If only they could close the big ones on the first call.  It’s OK to dream big.  It’s OK to think about possibilities like this. It’s OK to want your salespeople to do more, more quickly, more often, and with more success.  Until your desires become expectations, you won’t do anything to change the behaviors that lead to results.

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