Understanding the Sales Force
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10 Great Examples – Customer Service as a Powerful Sales Tool
- November 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What leaves a stronger and potentially longer lasting impression than your own experience with a brand? Let’s start with two great examples – experiences that make you choose to return for more.
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How to Get Your Sales Message to Resonate Every Time
- November 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is an article about getting your sales message to resonate – every time. However, before we can discuss that, I need to share a current, real world example. So bear with me.
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A Perfect Way to Handle Objections, Challenges and Push Back
- November 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, “This isn’t a debate – all they’re doing is answering the questions being asked.” And then, all of a sudden, a debate broke out, and what did the brilliant moderator do? He said, “I’m sorry, we need to move to the next topic.” We finally got ourselves a debate and they want to stop it!”
Consider the majority of salespeople and their single biggest skill gap. Even when they are aware that today, a consultative approach to selling is necessary, and even if they actually use a consultative approach, all too often, this is what happens:
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What True Story Does Your Sales Pipeline Tell You about Your Business?
- November 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Five Great Lessons That Apply to Every Company That Hires Salespeople
- November 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine – which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead. She must have met them!
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The Crucial Channel Sales Strategy You Can’t Get Wrong
- October 29, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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Can Salespeople Really Double Their Revenue by Solving This One Challenge?
- October 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While there are several sales analogies I could point to for this turn of events, there is one in particular that is crucial if your company sells more than one product or service.
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Part 4 – The Real Story Behind the Sales Selection Fiasco
- October 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week we discovered a statistical difference between those salespeople who currently work for a company whose sales force was evaluated, and those sales candidates who were applying for sales positions.
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Price Quotes and the Inability of Salespeople to Sell Value
- October 19, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I was training a sales force to sell value – an absolutely revolutionary concept – when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.
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Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
- October 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group’s (OMG) Sales Candidate Assessments.