sales process
-
Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
-
How Building a Stone Walkway Makes the Case for Sales Process
- August 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We can learn a lot about what happens when you skip steps in a sales process by looking at the work this stone crew is doing.
-
My New Perspective on Sales Process and Methodology
- August 8, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were at the Zoo when we came upon the monkey in the picture. He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey – but he was sitting on a basketball!
The monkey is following a traditional monkey methodology for hanging on, while being authentic, allowing his silly personality to come through, and getting people who were interacting with him to laugh.
We can even apply that approach to sales process and methodology!
-
Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!
-
Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CEOs and Sales Leaders whose salespeople aren’t responding need to understand that their veteran salespeople are the same as my son when he was thirteen.
-
Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople
- June 12, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process? More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.
-
Sometimes The Biggest Sales Problems Have the Simplest Solutions
- May 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are simple, easy, fast and powerful solutions for sales problems too. See my examples below.
-
Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
- March 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:
It’s in 3D – Dinger the Dog and his choice of Doors
The Magic of Weather AppsI’ve written about Dinger, our six-year-old Golden Doodle, several times. The most popular article was when I claimed and proved that Dinger’s listening skills were better than those of salespeople.
-
Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be?
There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:
-
4 Types of Sales Positions That Can Never Be Replaced by AI
- February 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re seeing ChatGPT’s ability to create human-like articles, essays, poems, notes and messages.
I just asked ChatGPT to write a short poem on the death of selling. Here’s what it generated.