sales development
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Can Music Make Your Sales Force More Effective?
- February 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities. Does this happen to you too?
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Top 10 Steps to Initiate Salespeople to Their Roles
- January 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is exactly how to initiate salespeople, whether they are new to your company, new to their role, or new to sales. Don’t vary at all from the steps above. More importantly, don’t assume that because they have sold for 10 years they’ll know what to do or be able to do it effectively. Follow the steps!
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Prediction for Your Company’s Sales Force in 2011
- December 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday’s Top Sales Awards event. They include legends, both living and deceased, like Zig Ziglar, Brian Tracey and Earl Nightingale. Current legends like Gerhard Gschwandter and Jeffrey Gitomer were honored. Others who were inducted include Keith Rosen, Bill Brooks, Linda Richardson, Neil Rackham and Dr. Tony Allasandra.
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Top 5 Interesting Sales Tips
- December 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Depending on the context of the conversation, weather, personality and the frame of reference of their prospect, here are the top five things that “Interesting” could mean:
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How to Get Salespeople to Leave Their Comfort Zone
- November 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We asked our 8-year-old son if he was willing to help out and have a female classmate ride home with him today. He wasn’t sure. If he didn’t do the right thing and said no, he would hurt her feelings. If he did the right thing, he worried that he would be uncomfortable spending time with her. When they are eight years old, boys think girls are yucky.
This is the same dilemma that salespeople face every day, in every sales call, in every interaction. Do the right thing and ask the tough question that the situation calls for; or do what’s comfortable and present.
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Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Strong CEO’s see all the flaws their people have and are committed to developing them or upgrading. Weak CEO’s see beauty, and flowers, and blue skies – yes, that’s the ticket – blue skies through rose colored glasses.
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Top 10 Sales Management Functions
- November 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you have been reading my blog for any duration over the last 13 years, the list should not be much of a surprise.
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Articles on Sales Training Impact
- September 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won’t work. The following articles deal with this topic:
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Sales Are Probably Down if You’re Doing These Three Things…
- June 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“When your market isn’t growing, it is not business as usual and holding your breath and hoping is not the right strategy.” This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren’t down.