sales blog
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Vote the Best Top Article on Sales and Sales Management
- December 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is a pretty exciting time for us. We reviewed 1,000 articles which I’ve posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. It was not quick, easy, fun or obvious. They aren’t necessarily the most viewed and they do not have the most inbound links. But we did pick fifteen of the more serious articles. Some are articles backed by science and some are assessment comparisons. Five are on selling and two are articles where I debunked other published articles. Missing are the articles with analogies, humor and comparisons to children, but other than that, it’s a nice cross-section.
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Why Assessments Will Never Work for Some Companies
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time. Despite the availability of some terrific assessments, they won’t work for every company.
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#1 Sales Presentation Tip from October 16 US Presidential Debate
- October 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out. If the prospect liked you going in, they’ll look for opportunities to support your presentation. If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.
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Unintentional Selling – Selling Customers on Defecting
- October 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, Verizon Wireless gets the brunt of my wrath!
I’m a planner. I make sure in advance that every detail has been covered because I hate surprises. So before my recent trip, I purchased a new smart phone after I was assured that it would work in Europe and Turkey. Then I called Verizon to confirm that my new phone would work in the three cities where I would be and I subsequently purchased Global Roaming.
Then, on October 9, it happened.
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Is a Lost Sale Better for Salespeople Than a Win?
- September 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This got me thinking about sales and whether the same reactions to wins and losses in sports held true for wins and losses in selling. There is a huge difference between sports and selling:
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Targeting Sales Opportunities – The Hidden Truth
- September 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Those aren’t the only topics which separate good selling from bad. Salespeople make other decisions which impact the likelihood for success and today’s article takes a look at one of those.
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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6 Keys to Make All Sales Calls Easy Sales Calls
- August 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople can have more easy calls, but you’ll have to change up a few things.