Search Results

  • More Fake News in Sales Organizations Than on TV Networks!

    • December 13, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most of your salespeople are just like fake news and I will prove it.  I’m not talking about the elite top 5% or the next group of 15% who are very strong.  I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck. If yours is like most companies, then half of its salespeople fit this description.

    I’m going to show you exactly how your salespeople report fake news but first, we need to break down how fake news happens so that I can demonstrate how your weak salespeople do the exact same thing, every chance they can get.

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  • The #1 Key to Making Sales Forecasts Accurate Again

    • October 24, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What is they key to accurate sales forecasts?  Sure, it’s all of the things I’ve written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc.  But haven’t you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?  Don’t too many of those well qualified opportunities become delayed closes or losses?  So what is it?  What is the one thing that will accurately predict whether or not an opportunity is strong enough to pursue with everything you’ve got?

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  • Increase Sales by 20% – Guide to Creating an Effective Sales Process

    • September 3, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:

    Someone from my team always responds to these inquiries and it was my turn.  I want to share the correspondence, but it’s even more important to read the accompanying explanation, interpretation, warning and lesson.  If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales!

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  • What Meteorologists Have in Common with Salespeople

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

    Wow!  A plowable snow event.  No hype, no accumulation predictions, no mystery about the ever-moving rain/snow line, no warnings about treacherous travel, no details about the track of the storm and where it might go, just a “plowable snow event”.  The excitement and exhaustion from the previous 3 storms had surely numbed her senses.

    How does this apply to your sales force?

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