sales

  • Sales Force Lessons from Gates, Crowley and Obama

    • July 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting? 

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  • How to Lose Customers Under Contract

    • July 27, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You know that your competitors’ top prospects are your existing customers that you have under contract, right?

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  • MLB All-Star Game Unveils a Sales Prodigy

    • July 20, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story:

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  • 2 Things Race Car Driving Has in Common with Selling

    • July 16, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver!  How many people do you suppose there are that can take claim to both of those professions?

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  • 10 Steps to Record-Breaking Sales Revenues

    • June 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall.  You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.

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  • How to Find More Sales Opportunities (without Cold Calling)

    • June 19, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities.  I’ve tackled delayed closings, so today, with a little help from my friends, I’ll tackle not enough new opportunities.  I mentioned in my last post that (most of) you need three times more opportunities than ever before to make up for the late stage opportunities that aren’t closing right now.

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  • Hire the Best Salespeople on the Planet

    • May 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Several months ago Objective Management Group began to identify hirable candidates that are ideal – they will ramp-up more quickly than a normal hirable candidate. A normal candidate should ramp up according to this formula I devised many years ago:

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  • Salespeople Should be More Like Children

    • May 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Wouldn’t it be nice if all of your salespeople simply made it their number one priority to find the opportunities required to keep their pipeline stuffed with quality opportunities?

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  • More than Half of All Sales Managers Should Consider….

    • May 19, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn’t be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers.

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  • What Should You Tell Your Salespeople in this Economy?

    • May 6, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time I have written about what you must do with your salespeople in this economy.  Would you like to hear what that actually sounds like?

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