Sales Tactics
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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.
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Whipped Cream! The Easiest Way to Lower Sales Resistance
- February 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most sales training fails to address the single most important condition of a sales cycle – resistance – thereby rendering the sales training semi-useless. When resistance appears, it does not matter if the sales process, methodology, tactics and strategies are good or even great, unless salespeople are equally great at lowering the resistance.
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Closing Sales, Process, Hauntings, Training & More
- March 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I will explore the least-read articles I have ever written. That’s right. The least read. It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!” It’s actually not my worst writing.
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The App Store Provides Insights into Your Company’s Sales Challenges
- November 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is there any possibility that someone could go wrong buying from you? Is buying from your company the safest choice? Is it the easiest choice? Is it the traditional choice? Is it free or very low priced? Is it the tried and true choice?
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My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
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3 Sales Approaches of Elite Salespeople
- April 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Great salespeople must be able to easily use all three approaches on their sales calls. Salespeople that struggle tend to have just one approach and it won’t work all the time.
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Sales Tactics – 10th of the Top 10 Kurlan Sales Management Functions
- December 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the Top 10 Kurlan Sales Management Functions.
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Top 6 Reasons Why Most Sales Training Doesn’t Work
- June 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.
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Former IBM Pro Lashes Out Over Sales Assessment
- February 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn’t know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.
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10 Types of Sales Advisers and How to Choose the One That’s Best For You
- October 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll bet you know plenty about agreements, contracts, and legal compliance in your industry. You probably know enough about accounting, taxes and audits to get by too. And I bet you know your way around insurance, investments and real estate.
Despite all of that knowledge, I’m certain you have a great corporate attorney, corporate accountant, insurance advisers for commercial, benefits and personal lines, and a Realtor. Some of these people may even sit on your board.
Do you have a sales expert on your board? On retainer? Working with your sales team? Your sales management team? On your sales infrastructure? On compensation and incentives?