sales process
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The #1 Key to Making Sales Forecasts Accurate Again
- October 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is they key to accurate sales forecasts? Sure, it’s all of the things I’ve written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven’t you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close? Don’t too many of those well qualified opportunities become delayed closes or losses? So what is it? What is the one thing that will accurately predict whether or not an opportunity is strong enough to pursue with everything you’ve got?
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Is it Your Salespeople or Did You Make a Bad Decision?
- October 19, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salesforce.com.
Consider this quote from a client:
“You were right, you know. Six months ago, when you told us that we wouldn’t be happy with the integration of the customized sales process into Salesforce.com, we didn’t understand what you meant. But now we do. It’s clunky, not really part of the interface, the customization cost us tens of thousands of dollars, and it doesn’t work the way we need it to. We are so sorry we didn’t listen because that train has left the station.”
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The Buyer Journey – Myth, Reality, Hybrid, or an Avoidable Part of Selling?
- September 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don’t miss Mike Weinberg’s comment – I love it! It’s pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?
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The Biggest Secret to My Sales Success
- September 9, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my most controversial article ever, I will share the biggest secret of my sales success. Some will undoubtedly call this the Dave went crazy article.
Some of you might be able to sense what my secret is. Some of you won’t appreciate how simple it is. But I’m guessing that most of you will love what I share in this article and if not, you don’t have to continue reading it. Find something else that resonates for you.
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Remembering The Most Powerful Sales Lesson of My Life
- September 6, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Which one thing helps almost every salesperson succeed, even when they have other challenges?
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Top 10 Reasons Why Sales Don’t Grow
- August 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite knowing that things don’t fix themselves, thousands of executives believe that sales problems will resolve themselves, change, and improve. Why?
That’s the key question. Because when you don’t know exactly what’s wrong, it’s much easier to remain in denial.
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The 4 Top Sales Leadership Articles to Boost Sales Today
- August 5, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! But summer is for sun and fun and some of the best things in life happen during the summer. As a result, we miss some of the best work-related things because we aren’t working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months. With that in mind, some of the best articles you haven’t read were published this summer!
I’m going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it.
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4 Critical Changes to Go from Failure to Success in Sales Today
- July 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I’m in Florida, preparing to speak at a company’s national meeting. Like many companies, they have not only realized that selling has changed dramatically, but that their salespeople may not have adapted, developed new skills, and changed the way they sell. If you’re a regular reader, active on LinkedIn or Social Media, then you have certainly read about the many ways that selling has changed. But most senior executives haven’t put two and two together yet. They know that win rates are down and sales cycles are longer, they know it’s more difficult than ever before, they see that their salespeople are struggling to meet quotas, but they don’t realize the extent to which things have changed. There are four critical requirements which, together are the difference between success and failure.
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11 Ways You Can Quickly Increase Sales, Revenue and Profit
- July 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Verne Harnish is the President of Gazelles – the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up, he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once – 5 Steps to Transform Your Business and Enrich Your Life. Verne really liked Greg’s emphasis on how to drive sales. Greg says, “Empirical evidence shows that you get at least four times the market value for a dollar of profit that comes from revenue growth versus a dollar of profit that comes from cost reduction.”
Isn’t that a great quote? But it’s more than a quote. It’s a blueprint! Let’s discuss some of the ways that you can achieve the desired revenue growth.
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Tech Buyer Explains Why He Has No Use for Salespeople – Must Read
- July 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You’ll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that also made my blood boil and I wrote a response to it. I think you’ll get as riled up over his comment as I did and I hope you’ll love my response, but first, read that article, return here and read his comment which I have included below, and then continue reading for my reply. You won’t be sorry!