win rates

  • The Buyer Journey – Myth, Reality, Hybrid, or an Avoidable Part of Selling?

    • September 15, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Buyer Journey is front and center again.  Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey.  8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here.  Don’t miss Mike Weinberg’s comment – I love it!  It’s pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?

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  • Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform

    • February 17, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Ken is one of my longtime readers, a former client, and last week he sent this note expressing his frustrations as a buyer of services.  I’ll add my comments and conclusions at the end of his note.

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  • How Targeting Improves Win Rates and Shortens Sales Cycles

    • January 19, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets.  However, today we will discuss the importance of having targets around your opportunities.  Please take a moment to review the image below:

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  • Second Secret to Sales Force Excellence

    • November 10, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the stand-out findings that jumps off the pages of our new White Paper is about sales training.  Over the years, many reports have highlighted all of the money that has been wasted on ineffective training.  However, the study on which this White Paper, on Sales Force Excellence, is based was equally clear about this subject.  Most of the companies in the study reported that they offered sales training to their sales force.  But when we looked beyond the obvious, what became most clear revolved around three important distinctions:

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