social selling
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Keys to Improved Sales Performance – Part 1 of 4
- September 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the first in a four-part series that will run this week.
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
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Getting Emotional at Dunkin Donuts, and Over Social Selling
- August 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My sudden inability to comprehend what was taking place is what happens when your mind is elsewhere. It happens to salespeople when they aren’t able to stay in the moment, maintain complete focus on what their prospects are saying, and respond without thinking several moves ahead or, more typically, about what they want to say. It’s a form of being emotional.
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The 21 New Sales Core Competencies for Modern Selling
- July 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you name 10 Core Competencies of a great salesperson? Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult!
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My Top 21 Keys to Help Your Sales Force Dominate Today
- July 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have salespeople who are busy, but struggling to succeed? Do you have salespeople who are putting in long hours, but don’t generate enough business in relation to the time invested? Do you have salespeople who find enough opportunities, but struggle to get them closed? In my experience, there isn’t a correlation between busy and successful. Oh sure, successful salespeople may be busy and busy salespeople might be successful, but one being true does not necessarily mean that the other is true as well.
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One Thing Missing from The New Way of Selling – Part 2
- July 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Selling is still selling and while a lot has changed in the last 10 years, a lot of it hasn’t. I’m a social seller. Social sellers get found, find prospects and connect using a myriad of social selling tools. But once a meeting has been scheduled, the social must be dropped in favor of the selling. A prospect should only be aware of a terrific conversation, but process and methodology must be hidden backstage.
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Global Warming, Social Selling and The Sales Force of Tomorrow
- January 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats
- November 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob Thompson left several comments on the article at the CustomerThink site. In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media. I think that’s a terrific idea, Bob, and while it’s much more difficult to isolate those statistics, I did the research and report on it here.
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Insider Opinion – Why Sales Experts Can’t Agree on Anything
- November 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Good things are happening in the world of sales and some of those things are coming your way. Just keep both eyes open, your nose to the ground and your antenna up. You’ll intuitively know whether or not what you are reading is a bunch of bunk or the real deal.
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Increase in Social Selling Yields No Improvement in KPI’s
- November 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For all the attention that these sites get, for all the salespeople who now spend their evenings perfecting their profile, adding people to their networks and asking for introductions, what hasn’t changed for the better are these key metrics:
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