salespeople
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
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Your Salespeople Can’t Even Do That?
- February 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data – not opinion – and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn’t really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.
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Putting for Eagle – Going for the Unlikely Close
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last year around this time, I wrote this article about how easy it is to get away from the sales process and other things you must do to achieve consistent results. In these difficult times, the one thing you can’t do is attempt to do it without systems and processes because they are about the only things you can rely on.
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Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.
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Salespeople and Requests for References
- June 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For the first time in months, I was recently asked for references. No problem!
But it got me thinking about who asks for references, why they ask for references and when they ask for references…and what salespeople do when they’re asked for references, and whether those references lead to closed business.
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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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Differentiating a Pricing Strategy from a Sales Strategy
- May 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you subscribe to Verne’s Insights – 10 Minutes with the Growth Guy – Verne Harnish? You should. It’s the best newsletter I get – one I actually read each week! In today’s issue Verne wrote that his favorite quote from last week’s Sales & Marketing Summit was Mark Burton’s, “Discounting is the crack cocaine for business today”. He also shared that “instead, Burton says companies can use a ‘good, better, best’ strategy to provide various pricing levels without simply giving away margin.”
Wait a minute!!!