sales model

  • What is the Best Sales Model for Your Sales Force?

    • January 28, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On its own, the concept of a sales model can be confusing, especially when you mention it in the same breath as sales process and sales methodology.  However, when the word “successful” precedes sales model, it lends more clarity to its purpose.

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  • Baseball’s Huge Impact on Sales Performance

    • January 22, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let’s use Algebra to get a better handle on sales methodology and where it fits in the grand scheme of things.  Consider the following formula:

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  • Another HBR Article on Sales Leaves Me with Mixed Feelings

    • July 20, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review.  The article was generally right on, but it also included several things that irritated me enough to question them and the article.

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  • You Can Help Salespeople Burdened with Sales Weaknesses

    • January 23, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sadly, most sales training and sales trainers are unable to help salespeople overcome these weaknesses because their focus is primarily the sales skills and methodology that they teach.  That puts tremendous pressure on sales managers who are simply not equipped to help salespeople overcome things like:

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  • Effective Sales Models

    • September 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I wrote this article about the difference between sales process and sales methodology.  In addition to those two sales infrastructure components, companies should have a sales model.  How is the model different from the other two key components of an effective sales organization?

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  • The Complex Sale – Part 2

    • May 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging.  I also asked whether you should you attempt to incorporate some of the elements of the complex sale in order to outsell your competitors.

    Today, we will revisit the factors that make it so challenging and discuss how various selling weaknesses interact with those factors.

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  • Do You/Should You Have a Complex Sale?

    • May 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Complex Sale – it’s so—-complex!

    Today we will simplify the complex sale and even ask if you should have a complex sale.

    First, what makes a sale complex?

    In most cases, a sale is complex when it:

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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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