sales process

  • Fewer Sample Requests and Sales Proposals – What’s Wrong?

    • April 10, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now, instead of sample requests, they’re getting commitments to do business and when they are ready, the sample requests lead to sales.  My client agreed.

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  • Great Salespeople Can See the Pixels – The Rest Watch the Movie

    • March 6, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We have been describing the Consultative Sales approach.  How do your salespeople fare in their ability to sell consultatively and, more importantly, which of them can be trained and coached to effectively execute this with consistency and results?

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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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  • Sales Process – Top 10 Reasons Why Sales are Lost

    • January 14, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions:

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  • Top Kurlan Articles on Sales Process:

    • December 11, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I present my Top Articles on Sales Process:

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  • Top 16 Problems with CRM

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

    Today, I’ll write about solving the CRM problem.  CRM is very problematic, not because there aren’t choices, but more because companies make bad decisions.  Just a few of the problems with CRM are listed here:

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  • How Selling is Just Like Driving a Car

    • June 5, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling.  Those adjustments, in no particular order, include being sure that:

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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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  • 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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  • The Biggest Mistake That Salespeople Make at Year End

    • November 30, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Your actions can not be dictated by the time of year.  Your actions must be dictated by where you are in the sales process and the step or stage that must occur next.

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