sales cycle
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3 Keys That Determine the Length of Your Sales Cycle
- November 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s easier to sell value when there is urgency.
It’s easier to reach the decision maker when there is urgency.
It’s easier to sell value to the decision maker.
It’s easier to create urgency when you are talking with the decision maker.
They are inter-related milestones and they are game changers.
Let’s explore three scenarios:
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Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another
- July 15, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today we’ll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don’t mind, please read my 3 paragraphs of context.
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The Buyer Journey – Myth, Reality, Hybrid, or an Avoidable Part of Selling?
- September 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don’t miss Mike Weinberg’s comment – I love it! It’s pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?
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Is the Concept of Sales Process Really Antiquated?
- December 16, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s really not sales process itself that is antiquated; it’s most people’s perception of sales process that is antiquated.
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Experiment – Which Sales Approach is Really More Effective?
- October 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
During the past 90 days, I have been secretly selling multiple ways. On one third of our opportunities, I have been selling the way we teach – using a formal, structured sales process with a consultative approach. On another third of our opportunities (inbound leads), I have experimented with a more transactional approach, although even that has a consultative element because I can’t help but ask some good questions. It simply means that I show and tell much earlier than normal. With the remaining third of our leads, I have experimented with allowing the buyer to dictate the process. My buyer-dictated approach included a little push-back because I can’t allow a potential client to take the wrong approach to a solution.
Want to know what happened? Look at the table below:
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How to Determine if Your Sales Process is Effective
- December 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you reverse engineer your sales calls?
OTHER THAN THE PART OF YOUR SALES CALL THAT INVOLVES PRESENTING, could you break down and explain, each step, strategy, tactic, question, response and milestone met, in the order they occurred, why they were chosen, and the resulting reaction of each occurrence, AFTER you’ve completed an entire sales cycle?
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The Delayed Impact of Lack of Sales Commitment
- June 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While commitment is a single data point – not the be-all-end-all – it’s a very powerful and predictive data point as well.
If you are a client, upon learning that a top producer lacks commitment you might be asking, “How can that be?”
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The Defining Moments in your Sales Cycle
- January 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What are some of the more subtle, but important, key moments in your sales process that affect every sales outcome?
If I were to review some recent conversations with clients and their salespeople, crucial accomplishments included:
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