Sales Coaching
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Cold Calling Example – Best and Worst in a Single Sales Call
- September 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople will only get a small percentage of their messages returned but when they do, make sure they are offering their prospects value on that call. Their messaging must be in the context of helping rather than selling and they must be able to overcome the resistance that is sure to be present with a blind returned call.
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Red Sox and the Sales Force – Winning and Losing is Contagious
- September 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Of course you can coach, train and develop SOME of the wannabes, but only if they are Committed, Motivated wannabes, that you can hold accountable.
Either way, winning is contagious and you must do everything in your power to create a winning environment where success is expected and anything less is not acceptable.
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Sales Selection – Would You Choose Bob or Mary?
- September 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As is the trend in the automobile industry these days, there is a hybrid, the best of both worlds, with all the charm of Bob and all the resolve of Mary. But my opening question didn’t include the ‘A’ player as one of the choices. If you had to choose Bob or Mary, who would you select?
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Stalled Sales Opportunities: When Your Prospect is Hiding
- September 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This happens to every single salesperson on the planet engaged in a sales cycle of longer than one call.
“My prospect won’t return my calls”.
“I can’t get my prospect to the phone”.
“My prospect is ignoring me”.
Those of us who train, coach or mentor salespeople probably hear one of those three even more often than “I’m having trouble scheduling appointments.” What should you do when it happens to you or your salespeople?
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If Andre Agassi was in Sales, Would He be Ranked #1?
- September 6, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know Andre Agassi wouldn’t earn $40 million a year at selling, and he may not have been able to meet, never mind date his two superstar wives (Brooke Shields and Steffi Graf). But would he make a good salesperson?
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You Lost the Sale – What Should Your Salespeople Do Next?
- August 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get tremendous satisfaction from helping companies evaluate their sales forces, develop and optimize their processes, improve efficiencies, train and coach their teams, select great salespeople and increase revenue and profit. But I LOVE to sell. Agassi hated tennis yet still mastered the sport to become #1 in the world! You can learn a lot from an example like that!
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How to Add Value to Your Sales Offering
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We often discuss the importance of adding value as well as how to sell and build value. Last week I was asked if I could provide an example of what added value could be.
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Top 10 Criteria for a Qualified Sales Presentation
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople should not be allowed to present until their prospects have yielded the right of way. Where intelligent pedestrians qualify the opportunity to cross, intelligent salespeople qualify the opportunity to present.
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Top 10 Reasons for Roller Coaster Sales Performance
- August 11, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know why the market goes up and down – in hindsight – but we can never predict when. Do we know why sales performance bounces up and down? Here are my ten reasons for inconsistent sales performance:
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Busy Salespeople are Lazy Salespeople
- August 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Things aren’t always what they seem with your salespeople. Sometimes, the busier they are, the less they are doing! I had several conversations in the past week that explain my opening comment.