sales follow up

  • Sales Pros! 10 Things You Must Do Before Leaving for Summer Vacation

    • July 1, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Are you going to the beach? On a sail? On a tour? To another country? To a lodge? To a resort?  Regardless of your destination or purpose, make sure you bring some good books, disconnect from your email and social networks, and actually use the time to recharge. That’s good old common sense. But if you really want to kick some ass when you return from vacation, you’ll want to make sure you do these important things too:

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  • How to End the Sales & Marketing Argument

    • May 11, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    coaching salespeople

    Republicans and Democrats argue all the time.  Fans of long-time rival sports teams argue too, regardless of whether the rivalry is at the high school, college or pro level.  Players argue with umpires, referees and judges.  Kids argue with their parents and everyone argues with their cable company and wireless phone providers.  So why is it so hard to understand why marketing argues with sales?

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  • Selling – We’re Going Back to AIDA And You Should Be Scared

    • October 25, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    While the tools have changed, information is available in the blink of a click, and leads are in huge supply, people, at their core, have not changed the way they buy.

    Sure, they may be meeting with or speaking with salespeople later in their buying process.  Sure, they may take longer to make decisions.  Sure, they may be more diligent about spending their money.  But the one thing that has not changed is that they still have some motivation – some compelling reason – to spend their money and spend it with you instead of someone else.

    The rush to embrace inbound marketing comes with a false sense of security and a poorly grounded belief that the sale is somehow easier, faster and more demo-centric today.  

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  • The Connection Between Gas Prices and Sales Lead Follow Up

    • September 26, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Why do salespeople still do the things they used to do, even though those things don’t work anymore.  For example, why do salespeople still sell transactionally when presenting/demoing, quoting/proposing and closing yields a 10-20% conversion ratio?  Even if they were in hiding, everyone must have heard by now that a typical B2B sale requires a customer-centric consultative approach. 

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