solution selling

  • Effective Sales Models

    • September 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I wrote this article about the difference between sales process and sales methodology.  In addition to those two sales infrastructure components, companies should have a sales model.  How is the model different from the other two key components of an effective sales organization?

    read more

  • The Complex Sale – Part 2

    • May 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging.  I also asked whether you should you attempt to incorporate some of the elements of the complex sale in order to outsell your competitors.

    Today, we will revisit the factors that make it so challenging and discuss how various selling weaknesses interact with those factors.

    read more

  • Do You/Should You Have a Complex Sale?

    • May 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Complex Sale – it’s so—-complex!

    Today we will simplify the complex sale and even ask if you should have a complex sale.

    First, what makes a sale complex?

    In most cases, a sale is complex when it:

    read more