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 article was generally right on, but it also included several things that irritated me enough to question them and the article.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer.

Hiring 300

Hiring Coaching Sales Consultative Selling 300

Sales Training Connection

JUNE 18, 2014

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Training Sales Managers to Coach.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! 4 Reasons Why Salespeople Suck at Consultative Selling. Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Train the sales managers to coach the appropriate way. Provide sales training to overcome weaknesses and solve the skill gap.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

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. This article has been very heavily viewed and commented. Well that isn’t consultative selling and that’s why you – and your readers – can’t stand salespeople.

Company 215

Company Consultative Selling Retail Up-Sell 215

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. Top 10 Ways Salespeople are Selling in the Dark. Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Understanding the Sales Force

DECEMBER 19, 2012

We have the sales process dialed in and we are training on it now. Until such time, salespeople must be trained to become more effective while marketers must be trained to develop stronger leads. Many of those salespeople won't be able to make the transition from transactional selling to consultative selling.

Follow-up 228

Follow-up Incentives Incentive Sales Qualified Lead 228

Understanding the Sales Force

APRIL 29, 2013

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Sales Training Connection

OCTOBER 29, 2014

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Internal training departments develop some programs.

Training 96

Training Social Media Media Up-Sell 96

Vengreso

JUNE 6, 2023

He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so. Check out this article on sales innovation techniques you can implement today. What are the 5 selling strategies?

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Partners in Excellence

FEBRUARY 14, 2022

We have hundreds to thousands of books, we have thousands of articles, we have research report after research report that, for decades, talked about the need to change how we work, how we engage our customers, how we create value with those customers. Mack wrote Consultative Selling in the late 70’s/early 80’s.

Customer 120

Customer Consultative Selling Report Research 120

Anthony Cole Training

JANUARY 16, 2020

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

Sales Coaching 181

Sales Coaching Coaching Hiring Sales 181

Sales Training Connection

OCTOBER 16, 2013

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Consultative selling skills. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. While both of these unrelated events are analogous to selling, I would like to first share the story of how the Veterinarian closed me for surgery in a one call close. Hold that thought. Disconnected. Hold that thought too.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Partners in Excellence

OCTOBER 19, 2020

I’ve gone through training in countless sales methodologies. Today, I read an article that was a high level assessment of 21 sales methodologies. Wouldn’t we and our customers be better served if we started training people in how customers buy, and how sales can support, simplify, and accelerate the buying process?

Sales Methodology 103

Sales Methodology Face-to-face Retail Consultative Selling 103

Sales Training Connection

AUGUST 27, 2014

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Consultative selling skills. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects. Spin our wheels.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Highspot

SEPTEMBER 28, 2023

In this article, we’ll explore Sandler’s core principles, compare it with other sales methods, and offer five questions to assess its fit for your team. The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value.

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Janek Performance Group

DECEMBER 17, 2021

Selling is often compared to many activities. But the longer I’m in sales, I’ve come to realize that selling is a lot like fishing. In this article, we outline how you can improve your sales results by applying the best practices of experienced fishermen. . It takes the right equipment, a solid plan, and the right bait.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Decision Maker 118

Pipeliner

APRIL 24, 2019

If it is credibility that you need, consider writing a newsletter, articles or tip sheets for local newspapers or magazines on a regular basis or share your expertise through public speaking. I have articles that have been published worldwide with my photo and contact information. I do both of these on a regular basis.

Marketing 72

Marketing Networking Territories Consultative Selling 72

Sales Training Connection

MAY 14, 2012

Uncovering customer needs is “Consultative Selling 101.” If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Unfortunately, too often how they’re handled last long in memory. Talking about the solution before developing a shared vision of the problem.

Consultative Selling 118

Consultative Selling Analysis Training Conversion 118

The Digital Sales Institute

FEBRUARY 4, 2021

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. Soft Essential Sales Skills. The ability to convey your views.

Negotiation 85

Negotiation Lead Rank Lead Scoring Social Media 85

MTD Sales Training

FEBRUARY 5, 2016

He had seen my LinkedIn articles. He joined in on my discussions and articles. He’s read my book on ‘E-Selling’. When you write an article, ask your followers to retweet it for you. Write articles that are interesting to your network. Build a relationship with article writers and bloggers. Happy Selling!

Social Media 120

Social Media Remedy Lead Rank Lead Scoring 120

Anthony Cole Training

OCTOBER 1, 2019

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

Tools 137

Tools Hiring Sales Banking 137

Sales Hacker Training

FEBRUARY 10, 2020

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? The #1 Trait of Effective Consultative Selling.

Consultative Selling 139

Consultative Selling Lead Rank Hiring Buyer Persona 139

The Sales Hunter

FEBRUARY 13, 2012

Sales Articles. Selling a Price Increase. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

MTD Sales Training

FEBRUARY 13, 2012

Send an article about something that may help or be of interest to the client. I came across this article the other day and thought of you. Continue to sell the sold. Happy Selling! MTD Sales Training. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell….

Loyalty 262

Loyalty Referrals Banking Guarantee 262

The Sales Hunter

NOVEMBER 11, 2011

Sales Articles. Selling a Price Increase. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics. Consultative Selling: Solid Sales Strategy Requires It. high profit selling. sales training. sales training tip. selling a price increase. selling skills.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

Sales Hacker

JUNE 11, 2019

There’s SPIN Selling, The Challenger Sale, SNAP Selling, Conceptual Selling, Consultative Selling… The list goes on. Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Anthony Cole Training

APRIL 18, 2018

What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. The article – " Leading With Planning: Master Financial Planning With These 6 Steps " – takes investment advisors through a best practices process to have success implementing financial plans for high net worth clients.

Licensing 121

Licensing Closing Leads Marketing Qualified Lead 121

The Sales Hunter

JANUARY 5, 2012

Sales Articles. Selling a Price Increase. Boost Your Sales Motivation with SNAP Selling. Sales Training Tip #377: Is Your Sale Really a Good Sale? high profit selling. sales training. sales training tip. selling a price increase. selling skills. training tip. high profit selling.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 25, 2012

Sales Articles. Selling a Price Increase. Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. Sales Training Tip #265: Your Slang is Lost in Translation. Sales Training Tip #379: A Benefit? Sales Training Tip #374: RFPs — Win by Not Winning? high profit selling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JANUARY 17, 2012

Sales Articles. Selling a Price Increase. Related posts: Bad Salespeople Make Cheap Customers: Sales Training Tip #408. high profit selling. sales training. sales training tip. selling a price increase. selling skills. training tip. high profit selling. sales training.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

DECEMBER 23, 2011

Sales Articles. Selling a Price Increase. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Related posts: Sales Training Tip #312: How Much Will Customers Pay for Confidence? high profit selling.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

DECEMBER 27, 2011

Sales Articles. Selling a Price Increase. Sales Training Tip #375: RFPS are Rarely Final. high profit selling. sales training. sales training tip. selling a price increase. selling skills. training tip. high profit selling. sales training. sales training tip.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213