Sales Coaching

  • Timid Sales Managers Fearful of Confronting Salespeople

    • November 21, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now how do you feel about ultimatums?

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  • Ultimatums for the Salesforce – Do They Work?

    • November 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Suppose you deliver an ultimatum to a salesperson…

    Suppose you deliver it to the entire sales force…

    How would you expect them to react?

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  • Stimulate the Economy – Get Your Salespeople Selling!

    • November 12, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was interviewed on two different radio shows today.  Jim Lobaito interviewed me about the impact that the economy is having on sales on his weekly business show and David Leopold interviewed me for his live Internet radio show, Let’s Talk Small Business.

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  • The Sales Process, Closing More Sales, Raising Expectations

    • September 29, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show.  Today’s topic was “Sales Process Home Runs”.  (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one.  We also talked about hiring the right salespeople to sell within that process.  Click here to listen to this compelling 30-minute discussion.

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  • The Sales Management Equivalent to Baseball’s Pitch Count

    • September 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One friend suggested I find a way to correlate pitch count to sales.

    No problem.

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  • Your Sales Force – Who is Playing on Your Team?

    • September 11, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn’t?  What happens to them psychologically, emotionally and even physically?

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  • Top 10 Reasons Why Opportunities Die

    • September 4, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve provided examples before of bringing seemingly lost opportunities back from the dead.  That may be the reason a client asked me to help bring one of his company’s deals back from what might be a near death experience.

    I’m not going to reveal the details of this opportunity (yet) but opportunities like this usually have some common themes.

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  • Obama and Friends On Stage – Implications for the Sales Force

    • August 28, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back to Denver. Why would those presentations close all of their prospects?

    It met all of the rules for a Baseline Selling presentation:

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  • Sales – What the Data Tells Us – The Series

    • August 14, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article series is called Sales – What the Data Tells Us.  While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights.  Here are the articles:

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