Understanding the Sales Force

APRIL 2, 2012

c) Copyright 2011 Dave Kurlan Not get the business! I don't get the chance to observe this very often as most salespeople don't have this problem! If you have another call scheduled immediately afterward, don't schedule it unless you can fit a buffer time slot between the scheduled calls. Be conscious of time and force yourself to slow down.

Opportunity 156

Opportunity Sales Qualified Lead Conference Pipeline 156

Understanding the Sales Force

NOVEMBER 27, 2013

So while the economy isn''t creating a confidence-fest, it shouldn''t be having any more of an impact than it has in the years 2011-2012. Your prospects are making the very same decisions about your demos and if your demo isn''t creating reaction #1 above, then the quotes and proposals that follow are sure to create.losses.

Travel 251

Travel Decision Maker Insurance Insurance 251

Understanding the Sales Force

APRIL 26, 2012

For most companies, Sales Models, Methodologies and Processes are outdated and ineffective, causing salespeople to be inefficient and waste tremendous amounts of time with prospects who, in the end, don't buy, and with sales cycles that take much longer than they should. c) Copyright 2011 Dave Kurlan

Quota 216

Quota Territories Compensation Sales Cycle 216

Understanding the Sales Force

OCTOBER 15, 2013

What if it takes 15 attempts instead of 10 attempts to reach a single prospect? However, within one week you should know the top-of-the-funnel metrics like attempts to conversations and conversations to meetings and whether those have changed since 2011. What if customer retention worsens? What if your average sale or account drops?

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

Understanding the Sales Force

APRIL 19, 2012

Sometimes, a single word, question or statement will change how every prospect responds. As you might expect, the first question from each prospect had to do with pricing and availability. c) Copyright 2011 Dave Kurlan However, it doesn't always have to be that way.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Understanding the Sales Force

FEBRUARY 8, 2012

That single weakness, which affects more than half of all salespeople, prevents them from saying, asking and doing what they learned whenever they believe that their prospect will no longer like them, approve of them, find them credible, smart or helpful. c) Copyright 2011 Dave Kurlan Take Need for Approval for example.

Training 205

Training Sales Methodology Face-to-face Cold Calling 205

Understanding the Sales Force

MARCH 5, 2012

Candidate's Assessment showed that while she had strong DNA, she is an excuse maker, isn't motivated by money, and had zero skills other than top-of-the-funnel skills and had will prospect as a weakness. c) Copyright 2011 Dave Kurlan He was assigned a remote territory! Will they be ineffective because of weaknesses? Will they stick?

Hiring 228

Hiring Top of Funnel Licensing Face-to-face 228

Understanding the Sales Force

JANUARY 6, 2012

Dual role people lack the time to do sales justice so if a prospect is difficult to track down or slow to respond , they don't have the bandwidth that a full-time salesperson has to connect. c) Copyright 2011 Dave Kurlan In most cases sales will suffer. It might be a week or two before they have the chance to make a second attempt!

Coaching 156

Coaching Sales Management Commission Compensation 156