Selling System

  • Top Kurlan Articles on Sales Process:

    • December 11, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I present my Top Articles on Sales Process:

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  • What Automotive Technology Can Teach us About Sales Process

    • May 20, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Much like the automobile drivers of decades past, the salespeople in companies lacking a formal, structured sales process don’t know what they don’t know.  They aren’t aware that they aren’t as safe as those with the process.  They don’t know they are out of control and at risk every time they conduct a sales meeting or call.

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  • What Makes You Think You Have a Sales or Recruiting Process?

    • January 22, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s true.  Executives brag about their processes.  “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!”  It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.

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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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  • 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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  • Top 6 Tests to Determine if Your Sales Process Supports Sales Competencies

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

    Do your salespeople sound like these folks working the deli counter? Three of the four had some kind of process, but are the processes effective?

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