sales training
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Getting Excited About New Sales Opportunities
- September 24, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities? I don’t know about you, but I get much more excited about an opportunity which has a strong likelihood of closing than a big one that at best has less than a 50% chance. What about you?
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Music and Selling – There are Many More Similarities Than You Think
- August 22, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It appears that I have written enough articles about music and selling to include a series about the connection. One of the constants in the music business is that the artists must choose between writing and recording songs that are either consistent with what made them famous (giving their core audience more of what they want) or adapting and creating music which would appeal to a potentially newer audience (and perhaps alienating their core audience.) I think that Paul Simon chose the latter and alienated everyone!
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
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Another HBR Article on Sales Leaves Me with Mixed Feelings
- July 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Effective Selling Can’t Occur Until Salespeople Perfect This
- June 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In today’s article, we discuss five examples of what salespeople must do to sell more effectively.
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The Sales Leadership Landscape – A Different Perspective
- June 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders are to Homeowners as Sales Development Experts are to Professional Landscaping Companies.
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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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10 Best Sales Force Articles That You Probably Didn’t Read (Yet)
- June 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written 930 articles for this Blog. Some, that I don’t think are particularly good, are the most popular, getting thousands of reads here, and thousands more on other sites that republish them. Others, which I think are very good and/or important, are hardly noticed, usually because of either the title, day of the week, or time of day.
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Contractual Obligation is a Missing Link of Sales Success
- May 31, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
However, there is one area of sports for which there is no sales analogy. Say it isn’t so!