Sales Force

  • The Secret – The Ancient Scrolls and its Impact on the Sales Force

    • March 24, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.

    Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:

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  • Sales VP’s and Marketing VP’s – Combine Them or Not?

    • March 11, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Pete Caputa pointed me to an article on the Revenue Journal Blog about why you should combine the VP of Marketing and VP of Sales Roles and what the sales part of that role should be.

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  • Revising the Forbes Message of the Day for the Sales Force

    • February 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Forbes Success Calendar for 2/25/09 said, “Action and reaction, ebb and flow, trial and error, change – this is the rhythm of our living.  Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope.  And out of hope, progress.” – Bruce Barton

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  • Who Should Your Sales Force Call On?

    • January 27, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s not always obvious.  If your company sells oil drilling rigs to oil companies, then your salespeople know who to call on.  If your company sell luxury cars to wealthy people, you know where to find your prospects. But what if you sell products or services that could be sold to a much broader range of customers or clients?  Who should your salespeople call on then?

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  • Leads for the Sales Force – Not

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

    I received an email last week from a LinkedIn connection promoting his new super duper lead engine that connects salespeople with the most powerful buying influences in the world.

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  • Panic on the Sales Force and What to Do About It

    • December 10, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What gets you in a panic?  When I was  young, height, water and people were enough to cause shortness of breath, a lump in my throat and a stomach ache.  Today, I still have the symptoms, but not over any of the things that used to bother me.  Today it would take somebody or something threatening harm to my wife, son or me.

    What about for you?  What causes a panic of that magnitude for you? I’m asking because I want you to know what it feels like, how difficult it is to function, concentrate, or breath.  Have you been there?

    Now let’s take your salespeople. 

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  • Over Achieving on the Salesforce – We Have it Wrong

    • December 9, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Does a salesperson over achieve simply because she exceeded her goal?  What if one huge deal, order or account drops in her lap?  Does that make her an over achiever or just lucky? 

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  • 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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  • Is Your Selling Model Effective? Know your Salesforce’s ABC’s

    • November 17, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Every company, with or without a salesforce, has a selling model.  I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.

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  • What Really Creates Sales Excellence?

    • November 13, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day.  And you’re getting the exact same invitations every single day from the exact same companies.  And some of them promise the solution to all of your sales problems – sales excellence solutions.  Take a look at the invitations I received today alone!

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