sales tools

  • The Keys to Fourth Quarter Sales Success in 2020

    • October 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’re probably going to hate this article!  I’m going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.  As always, if you can hang in through some of the preliminary analysis, I’ll make the pivot to sales and business.

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  • 30 Reasons Why 1 Million Sales Jobs Will be Obsolete

    • March 30, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost.  Are you, or any of your salespeople at risk?  The article talked about four archetypes of salespeople and the two types at greatest risk.  While I agree that there won’t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.  Here’s why.

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  • Sales Efficiency – Has Google Provided Us With the Golden Egg?

    • September 10, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s 6 AM and we need to plan our day.  Oh boy.

    There are 87 emails that came in since 6PM yesterday, 2 internal meetings, 3 external meetings, 5 phone meetings and 14 items on the to-do list that must be completed today, including proposals, follow ups, job offers and CRM updates.  Whew!

    Does that sound like you and your typical day?

    With all of the demands on our time, it’s more important than ever that we become more efficient.  Some of that can be accomplished through the use of tools, but as with all automation, if you don’t have a good manual process, the automated process probably won’t help.

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  • What It Really Means When CRM Isn’t a Sales Force Priority

    • February 15, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s rare when a company isn’t using something for CRM, even if it’s an old version of ACT. In most companies, it’s not whether they are using CRM, it’s which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.

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  • Are Sales Tools the Solution?

    • August 11, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When Sales tools are used properly, they become tremendous solutions, for example:

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