Understanding the Sales Force

DECEMBER 19, 2012

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now. That's one of more than 20 conditions that justify evaluating the sales force. I am stuck on comp.

Follow-up 228

Follow-up Incentives Incentive Sales Qualified Lead 228

Understanding the Sales Force

SEPTEMBER 10, 2020

In both 2012 and 2016, companies everywhere were telling salespeople, "We're going to wait until after the election." There are 8 months left on the lease so it would be completely reasonable for you to say, "Sounds good. Let's make that change when the lease comes to an end in 8 months.".

Company 261

Company Fashion Sales Consultative Selling 261

Understanding the Sales Force

SEPTEMBER 24, 2012

Understanding the Sales Force by Dave Kurlan Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities? What's Preventing Your Sales Force From Over Achieving? 10-3 & 4, 2012. Sales Leadership Intensive. 10-10-2012. Consultative Selling 3.0.

Opportunity 209

Opportunity Hiring Consultative Selling Forecasting 209

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. SALES MANAGEMENT.

Decision Maker 204

Decision Maker Compensation Consultative Selling Call-back 204

Understanding the Sales Force

MAY 29, 2012

Understanding the Sales Force by Dave Kurlan Mike Myatt wrote an article for Forbes ' online site called, To Increase Revenue Stop Selling. I don't agree with most of Mike's suggestions but in his defense, he is not a sales expert, sales writer, sales manager, sales leader or salesperson. Won't happen.

Company 215

Company Consultative Selling Retail Up-Sell 215

Understanding the Sales Force

AUGUST 28, 2012

Understanding the Sales Force by Dave Kurlan Some sales calls just go so well, flow so smoothly, and have little to no resistance. Some of your sales happen so quickly that you wonder why they can't all be that easy. Those easy sales were already pre-qualified but it wasn't your salespeople who did the thorough qualifying.

Decision Maker 211

Decision Maker Consultative Selling Proposal Competition 211

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Book Review: The Challenger Sale. Jan 05, 2012. Networking.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Amateur or Sales Professional? Feb 13, 2012. Mark’s Insights on PRICING.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. ” Sales Motivation Blog.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 17, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

DECEMBER 4, 2012

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. ” Sales Motivation Blog.

Closing 260

Closing Video Motivation Up-Sell 260

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 07, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.”

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Understanding the Sales Force

JUNE 20, 2012

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. c) Copyright 2012 Dave Kurlan

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Sales Motivation: There Is No Substitute for Solid Integrity.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

Jonathan Farrington

FEBRUARY 5, 2012

Consultative Selling is dead!” – Oh no it isn’t! There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. This is just as appropriate for internal and totally reactive sales teams, as it is for external pro-active ones. This is simply not true.

Consultative Selling 35

Consultative Selling Sales Process Follow-up CRM 35

Understanding the Sales Force

NOVEMBER 29, 2012

Understanding the Sales Force by Dave Kurlan I was driving to a meeting when I became frustrated with the car in front of me. As I thought about the irony of not being late, yet feeling anxious anyway, my thoughts turned to selling. c) Copyright 2012 Dave Kurlan It's similar to when I'm trying to run to my next meeting.

Travel 191

Travel Consultative Selling Proposal Exact 191

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 10, 2012. Here’s to great selling! sales goals.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Sales Motivation: Customers Will Always Pay More For Confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 5, 2013

Want to know how to get the best answers to your sales questions? The best sales questions tend to be short ones. Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. ” Sales Motivation Blog. ” Sales Motivation Blog. Ask shorter questions.

Video 196

Video How To Motivation Sales 196

Women Sales Pros

OCTOBER 11, 2019

“Argo” is the 2012 movie about a high-stakes rescue of six U.S. So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? It’s time to Argo your sales team.

Film 86

Film Selling Skills SalesForce Influencer 86

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Continue the sales process with these conditions in place (Emotionally Involved).

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

NOVEMBER 24, 2012

As I have already shared, questions are key in a sales call…remember what I shared about short questions ? If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. ” Sales Motivation Blog.

Follow-up 188

Follow-up Video Closing Motivation 188

Understanding the Sales Force

JUNE 4, 2012

Understanding the Sales Force by Dave Kurlan My last 7 cars have all been luxury foreign makes including Lexus, BMW and Jaguar. The Challenger is more like consultative selling where you set your distination, attempt to navigate from point A to point B and make constant adjustments as you proceed. c) Copyright 2012 Dave Kurlan

Consultative Selling 203

Consultative Selling Up-Sell Conversion Prospecting 203

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The End of Traditional Solution Selling" - The ineffective selling model described by the authors is more aligned with transactional selling than solution selling. "The

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

Understanding the Sales Force

OCTOBER 30, 2012

Understanding the Sales Force by Dave Kurlan. First, it's important to know that OMG's assessment is sales specific - built for sales. Then modify the names of the findings to make them sound more like sales findings. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%).

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

The Sales Hunter

DECEMBER 8, 2012

To see what I mean about focusing on your customer’s outcomes, check out the below video… Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Video 181

Video Motivation Customer Sales 181

Understanding the Sales Force

NOVEMBER 29, 2012

Understanding the Sales Force by Dave Kurlan I was driving to a meeting when I became frustrated with the driver in the car in front of me. As I thought about the irony of not being late yet feeling anxious anyway, my thoughts, as they often do, turned to selling. c) Copyright 2012 Dave Kurlan

Travel 136

Travel Consultative Selling Proposal Exact 136

The Sales Hunter

NOVEMBER 26, 2012

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. The beauty of this is the person who demonstrates sales leadership is usually showing a high level of sales motivation.

Sales Leadership 188

Sales Leadership Motivation Customer Service Sales 188

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. The measurement of sales leadership is in gaining new insights.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? What I find is far too many sales plans do not have built into them any process for sales leadership. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

Understanding the Sales Force

SEPTEMBER 18, 2012

Understanding the Sales Force by Dave Kurlan When I first began to evangelize the importance of sales force evaluations and sales candidate assessments in the early 90's, no other assessment company was focused on the sales force or developing a sales specific (built for rather than modified for the sales force) assessment.

Revenue 188

Revenue Hiring Decision Maker Licensing 188

Sales Hacker

JUNE 11, 2019

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team. What is a Sales Methodology? SPIN Selling.

Sales Methodology 79

Sales Methodology Inbound Lead Rank Consultative Selling 79

The Sales Hunter

OCTOBER 12, 2012

Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Training 166

Training Webinar Metrics Motivation Sales 166

The Sales Hunter

OCTOBER 27, 2012

Do you know what is the most important part of a sales presentation? The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Video 203

Video Call-back Motivation Sales 203

The Sales Hunter

SEPTEMBER 25, 2012

Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

NOVEMBER 5, 2012

Do you plan your sales calls to get you to 100% of your number or do you plan your sales calls to get you to something higher? Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. We need to have the same approach when it comes to our customers.

Travel 192

Travel Call-back Motivation Sales 192