sales process
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Executive Leadership is the Key to a Lasting and Successful Sales Transformation
- April 6, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
A customized and optimized sales process should be a tipping point but most companies screw up the opportunity by believing that after the introduction to the sales team they are done. Unfortunately, it is only the beginning, not the end, and unless there is proper governance on required changes, nothing will actually change.
Sales Transformation occurs with Sales Process, but only when there is Governance on the associated requirements.
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Use a Custom Sales Process to Increase Sales by More Than 28%
- April 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I could wax poetically about the many benefits of a sales process/scorecard that meets the requirements for sales best practices but suffice to say that with proper customization, integration into CRM, introduction to the sales team, utilization, governance and coaching in the context of your sales process by sales leadership, I can guarantee the following outcomes based on four decades of experience with such things:
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Official Guidance for Sales Teams Navigating the 2nd Trump Economy
- January 20, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s discuss how the Trump economy will affect sales organizations.
It will be easier to schedule meetings – hooray!
It may be easier to reach decision makers – that’s awesome! They hide when they aren’t interested in spending.
Sales cycles will be shorter – that’s great news!
But with all that good news, I do have five warnings to share:
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Is BANT a Sales Process or a Man-Made Disaster?
- January 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). The first page of a Google search revealed 10 articles were written about BANT in 2024 alone.
How is it that in 2024, people are still hailing BANT as a relevant sales tool?
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Timing – A Secret Key to Sales Success
- January 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Timing is easy to recognize. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Then there are all the occasions in the middle – the timing is neither good nor bad – where by asking the right questions and getting them to recognize they might have an issue you can help with, you do succeed at scheduling a meeting. These are the very meetings you want because early on, they aren’t talking with anyone other than you.
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Top Five Benefits of Sales Process and Methodology
- January 6, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-centric, buyer-focused sequence of events. Listen to this five-second clip from a very popular holiday song to hear the foundation of sales process come to life.
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The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New Year by looking back to January of 2024.
Last January, my first article included the introduction of my new Sales Grid. Check it out if you’re not familiar with it because it is a blueprint for quota-busting sales success. Then watch the short video that follows and read the article on how to achieve sales excellence.
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Three Dog Night Classic is Foundation for Present Day Selling
- November 26, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you start with the having fun part you can’t go wrong. Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information. Where’s the fun in all of that? And if you don’t bring the fun, who wants to spend any time with you? Differentiate!
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7-Steps to Achieve Sales Team Excellence
- October 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Any company and/or executive can initiate a sales transformation, but there is one dealbreaker that can cause a sales transformation initiative to fail. But you have to see it through. You must be visible. You must lead by example. You must be engaged. You must show how important this is. You must show your commitment.
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Cold Reach Outs: Do Email and LinkedIn Work?
- October 6, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most marketing workflows and the messages created for those workflows absolutely suck! As a result, most of the cold messages that come through your email and LinkedIn messages are quickly and deliberately deleted. But there’s hope for something better.