sales methodology

  • Must Read – Accenture / CSO Insights Sales Optimization Study

    • December 2, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In their latest study (thanks to Charlie for sending it to me) – Accenture reported on the 2000 companies worldwide that CSO Insights surveyed. I identified some very interesting findings and if there was a big surprise it was that nothing surprised me!  In fact, it supports everything I’ve written about here for the past 5 years.  Consider the following:

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  • Top 12 Questions to Ask Yourself About Sales Process

    • June 14, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most people don’t understand the difference between sales process and sales methodology.

    A customized, optimized, formal sales process includes the sequence of steps, to-do’s, milestones and goals that must be achieved during a sales cycle.

    A sales methodology is the approach one takes to execute those steps.

    For instance, using a few well-known companies and brands:

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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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