sales management
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Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?
There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.
So what do they do? Here are the top ten things they do:
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Do Your Salespeople Have to Give Up Control to Their Prospects?
- September 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I disagree with his article when he implies that we should be resigned to the fact that there isn’t much to be done except building trust until the prospect is ready to engage.
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10 Sales Personalities and How to Manage Them
- September 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are diverse individuals that you will have to manage and they aren’t really personalities as much as they are characteristics. You might call them one or two word descriptions of people instead of characterizing them as personalities. Following are 10 Sales Characters and how you can manage them more effectively.
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The Search for Perfection – How it Can Ruin Your Sales Efforts
- September 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You work hard, diligently and creatively to develop something and it comes out, well, almost perfect.
But as I mentioned earlier, there is a dark side to perfection and I’ll share the gory details with you here.
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Rod Stewart and Barry Manilow Could be Your Veteran Salespeople
- September 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There isn’t a single complaint that I hear any more often than this one: “My veteran salespeople are living off of their existing customers and I can’t get them to go and find new business.”
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10 Attributes of the CEO Who Drives Sales and More
- August 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My second conversation was with an effective CEO who is completely unlike those that I described in the other article. My good CEO has the following 10 qualities that have a positive impact on the sales force:
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Top 10 CEO Reactions to My Comments About Their Sales Forces
- August 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Just like the salespeople who work for them, CEO’s come in all different sizes, shapes, styles and flavors. As you can imagine, those variances influence the outcomes of sales force evaluations, sales infrastructure, sales and sales management development and sales recruiting. Here is a sampling of how some of the CEO’s react to what I tell them about their sales force:
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Improve How Your Sales Force Sells by Phone
- August 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Getting salespeople to recognize how badly they sound and how ineffective they are when selling on the phone isn’t easy. And just so you know who I’m talking about (and to save you from commenting about how these nuances are different) I’m including prospecting, cold-calling, telemarketing, telesales, inside sales, inbound marketing, outbound marketing and lead generation roles as “selling on the phone”.
There are two methods that I prefer to use:
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How to Close the Deal that Your Salespeople Can’t Close
- August 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn’t close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let’s simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn’t closed yet. In situations like this, there are usually two things going on:
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How You Can Get Your Salespeople to Do What They Don’t
- July 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I always said to myself that if I could apply the same discipline I applied at work to my eating and my golfing I would be a thin scratch golfer. One down…
Please read this article the way I intended to write it. First, what it is not.
It is not an article about how I lost 40 pounds. Nor is it an article about why I lost 40 pounds. Instead, please read this as an article about how to get people to change.