sales process
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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.
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Hydrangeas Tell the Story of Underperforming Salespeople
- September 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You don’t have to stand by, throw your hands in the air, become frustrated and use hope as your strategy. When did hope even become a strategy? You don’t need to terminate these underperforming salespeople and replace them with new salespeople who might not get it done. Take matters into your own hands, get the help you need to actually develop your salespeople.
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20 Ways Salespeople Waste Time and Lose Money
- August 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was thinking about how salespeople chase their tails and waste time that could be better utilized on actual selling activities. Here are the first twenty time-wasting tail-chasing things that came to mind and they all reflect some degree of lack of commitment, lack of discipline, lack of consistency and excuse making:
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Steam Vent Hack That Salespeople Can Use on Stalled Opportunities
- August 23, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The guide simply lit a cigarette, lowered it slightly into the vent, it reacted with the air and the steam, and significantly increased the output of steam. A super simple hack that instantly causes a performance improvement gets your attention!
Of course, that got me thinking about a simple hack that will significantly improve sales performance and I present one to you in this article.
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Is Sales Today Nothing More than its Tech Stack?
- August 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are on the sales team in any function, focus on selling and ignore the noise and distractions of anything that isn’t directly helping you develop your skills to book more meetings, improve your ability to reach decision makers, build relationships and trust, take a consultative approach, sell value, qualify and close business.
To everything else simply say “fuck off.”
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How to Prepare for the Big Sales Presentation
- June 24, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The goal of the big presentation, as with the debate, is to differentiate, but that requires knowing your competition’s strengths and weaknesses and being able to point out those where you are superior. Assuming that your price will be higher, you must represent its value and it must be that value that stands out above and beyond everything else. How can you be the value?
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Stop the Dysfunction in the Sales Function
- June 17, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some reason, a plurality of executives think way too highly of their company’s sales capabilities and believe they will figure it out themselves. Egos and hurt feelings take priority over best practices, right people in the right seats, sales competencies and sales processes.
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10 Reasons Why You Can’t Outsell an Incumbent
- June 7, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When the strategy is correct, the messaging can be perfected.
When the strategy and messaging are correct, the sales process can be optimized.
When the sales process is optimized, the sales tactics will work.
Stop winging it. Stop struggling. Stop losing.