sales process

  • 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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  • Embarassed by This Sales Article in The Economist?

    • October 31, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On October 22, The Economist published an article called, The Art of Selling – The Death of the Salesman Has been Greatly Exaggerated.  Is the Economist really that far out of touch?  I wrote the last of my 5-part Death of Selling Has Been Exaggerated articles 5 years ago!  And how long has it been since anyone referred to salespeople at “salesmen”?  

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  • The Advantage that Focused Salespeople Have

    • October 17, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Show me a focused salesperson – one who isn’t aware of what else is taking place in the office this very moment because he is so focused on getting his sales work completed; one who won’t stop to take a break until she makes all of the required calls; one who won’t go to sleep at night until all of the appropriate follow ups, responses,  CRM updates, paperwork and details have been finished – and I’ll show you a good salesperson.

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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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  • Busy Salespeople are Lazy Salespeople

    • August 8, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Things aren’t always what they seem with your salespeople.  Sometimes, the busier they are, the less they are doing!  I had several conversations in the past week that explain my opening comment.  

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  • Top 12 Questions to Ask Yourself About Sales Process

    • June 14, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most people don’t understand the difference between sales process and sales methodology.

    A customized, optimized, formal sales process includes the sequence of steps, to-do’s, milestones and goals that must be achieved during a sales cycle.

    A sales methodology is the approach one takes to execute those steps.

    For instance, using a few well-known companies and brands:

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