Understanding the Sales Force

MAY 16, 2018

I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you? Someone invites you to join their LinkedIn network or asks if they can join yours.

LinkedIn 163

LinkedIn Networking Benefit Social Selling 163

Understanding the Sales Force

SEPTEMBER 5, 2023

He would share if you asked but he was in your life for your benefit. As a strong relationship builder, Matt did the following ten things: He was selfless – it wasn’t about him. He wanted you to feel good and he would say something funny to make sure you did.

Scale 193

Scale Networking ACT Sports 193

Understanding the Sales Force

FEBRUARY 26, 2018

The AAA doesn't manufacture or sell cars but they do provide benefits to their members. The NRA doesn't manufacture or sell guns but they offer benefits to their members. When drunk drivers take innocent lives because they were driving under the influence, I don't see or hear anyone attacking the AAA.

Pharmaceuticals 136

Pharmaceuticals Government Benefit Influencer 136

Understanding the Sales Force

NOVEMBER 14, 2016

Salespeople will reap the benefits of inbound leads from prospects who had already expressed interest. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic? Has that happened?

Inbound 120

Inbound Cold Calling Benefit Prospecting 120

Understanding the Sales Force

JUNE 16, 2016

I believed that social selling was a godsend to those in sales who were not great at relationship building - that by utilizing applications like LinkedIn and Twitter they could reach out to new people but with the benefit of hiding behind the glass screen. Do think I was right? Or wrong?

Social Selling 120

Social Selling Data Twitter LinkedIn 120

Understanding the Sales Force

FEBRUARY 9, 2015

While much emphasis is placed on sales training itself, often times, the greatest benefit comes after a sales training session. After the Lovin'' was his biggest hit and while it may not be a perfect analogy for my article, it makes for a great Blog title. For example, let''s take Russ, who sent in the following homework assignment.

Training 120

Training Groups Sales Coaching Objections 120

Understanding the Sales Force

SEPTEMBER 23, 2013

Sure, you could benefit from inbound marketing to generate leads, but salespeople must do the follow-up, run the sales process and close the business. is not the obvious choice in your space. You must have salespeople.

Wireless 286

Wireless Inbound Social Media Follow-up 286

Understanding the Sales Force

AUGUST 11, 2014

He got me to be very outspoken about what''s taking place right now in our industry and I believe that everyone will benefit from reading it. I was featured on the cover but I''m most hopeful that everyone will read Jonathan Farrington''s interview with me. View it online here. Now for the Top 5 Mistakes.

Coaching 283

Coaching Engineering Exact Sales Management 283

Understanding the Sales Force

APRIL 25, 2014

There is no doubt that selling has changed - a lot - but the marketers who most benefit from telling you that it has changed to the point where you should not sell anymore are simply trying to get you to buy their stuff! Don''t get me wrong - they ALL have great tools, applications, insights, data and uses.

Harvest 218

Harvest Inbound Inside Sales Outbound 218

Understanding the Sales Force

DECEMBER 11, 2013

Many inside salespeople repeatedly read from the same script, most demo-centric salespeople must cover all of the features and benefits, and many in-home salespeople perform a mini-show on every sales call. To get a sense for this, consider the many inside sales roles, demo-centric salespeople, and low-level in-home salespeople.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

Understanding the Sales Force

JANUARY 7, 2013

A benefit to this is that those salespeople who struggle with the sweet spot but who have hidden behind their numbers will be exposed. Your job is to determine why they struggle with the target opportunities.

Sales Qualified Lead 186

Sales Qualified Lead Leads Marketing Qualified Lead Forecasting 186

Understanding the Sales Force

NOVEMBER 3, 2013

In cases like that, the salesperson might as well be competing head on for the business without the benefit of any relationship because the relationships essentially cancel each other out!

Cancellation 255

Cancellation Guarantee Analysis ACT 255

Understanding the Sales Force

FEBRUARY 2, 2012

ask intelligent questions that aren't about benefits. I'm very impressed with candidates who are capable of these 10 things: push back and challenge me without starting an argument. talk concisely versus ramble. explain rather than claim. express rather than state. be memorable instead of forgetable. demonstrate their ability to succeed.

Exact 220

Exact Benefit Sales Conversion 220

Understanding the Sales Force

JUNE 2, 2014

HR Directors in the second class are administrators of recruiting, compensation and benefits and they justify their existence by getting in the way, defending their turf, taking tactical rather than strategic approaches and staying with what they are familiar with.

Conversion 249

Conversion Decision Maker Compensation Sales 249

Understanding the Sales Force

APRIL 8, 2013

They are the ones that appear to be smartasses because they are making the claims and recommendations without benefit of having had a meaningful conversation with their prospects. They are still selling transactionally.

Consultative Selling 205

Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Understanding the Sales Force

NOVEMBER 25, 2013

While there is an advantage to closing the same percentage of opportunities in less time, the greater benefit is closing a larger percentage of opportunities in less time. An effective sales cycle not only will be shorter, but opportunities will convert from stage to stage with higher frequency.

Study 243

Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

APRIL 10, 2013

They used to show up, talk about features and benefits and ask if they could submit a proposal (remember it was a key metric so the more the merrier). They used to respond to an RFP by taking a day or two to write and submit a proposal with fewer than 10% converting to sales.

Proposal 224

Proposal Sales Qualified Lead Conversion Up-Sell 224

Understanding the Sales Force

SEPTEMBER 23, 2014

Differentiating more effectively - most salespeople compare features/benefits but not much more. Getting to and staying with the decision maker - most salespeople get no further than those tasked with doing research or buyers. Being more memorable - most salespeople blend in and don''t stand out.

Sales Cycle 199

Sales Cycle Proposal Decision Maker Sports 199

Understanding the Sales Force

JANUARY 7, 2013

A benefit to this change is that those salespeople who struggle with the sweet spot, but who have hidden behind their numbers, will be exposed. Suppose you have them report only those conversations with sweet spot or targeted opportunities, new meetings scheduled with targeted opportunities and qualified targeted opportunities.

Sales Qualified Lead 191

Sales Qualified Lead Leads Marketing Qualified Lead Cold Calling 191

Understanding the Sales Force

MAY 29, 2012

However, if you choose the wrong assessments - imposters - you won't receive any of the powerful intelligence or predictive benefits that OMG provides its users. (c) Assessments can have a huge impact on selection, diagnosis and development of the sales organization. c) Copyright 2012 Dave Kurlan

Engineering 175

Engineering B2C Retail Customer Service 175

Understanding the Sales Force

FEBRUARY 29, 2012

They revert to selling their features and benefits, hoping to generate interest. At this point, most (74% according to Objective Management Group ) salespeople will choose one of the following three paths: They hang up - no problem means no solution - good bye. It should be obvious that options 1 and 2 don't work.

Sports 163

Sports Follow-up Course Coaching 163

Understanding the Sales Force

MARCH 4, 2013

We can get a sales force to recognize the error in their ways, understand the benefits, and buy-in to a new sales process and corresponding methodology on the very first day of training. I know from first-hand experience how long it takes for this series of events to unfold.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Understanding the Sales Force

JANUARY 18, 2013

The referrals and introductions which happy customers make for their sales reps.

Insurance 201

Insurance Insurance Trade Show Collateral 201

Understanding the Sales Force

MARCH 5, 2014

Their Summit is always a terrific program and if you''re available, you would benefit from attending. I''ll be talking more about selection criteria when I speak at The EcSell Institute Sales Coaching Summit in Charlotte on April 15.

Hiring 130

Hiring Conference Coaching Up-Sell 130

Understanding the Sales Force

AUGUST 19, 2021

However, there are some misguided selling strategies that can be undone and in today's article we'll discuss the benefits of the single tool that is the real deal and a huge difference maker. The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done.

Face-to-face 310

Face-to-face Tools Government Benefit 310

Understanding the Sales Force

JUNE 8, 2023

At the same time, there are benefits to self-directed training. For several years, I resisted adding self-directed training to the offerings from Kurlan & Associates because I did not believe we could effectively train salespeople using self-directed training alone. Case in point: Yesterday’s spontaneous discussion.

Training 156

Training Face-to-face Travel Groups 156

Understanding the Sales Force

OCTOBER 26, 2016

meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos.

Competition 120

Competition Benefit Video Groups 120

Understanding the Sales Force

MARCH 7, 2016

They become defensive, review features and benefits, and make the situation worse for themselves instead of better. Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.

ROI 120

ROI Strategy Objections Benefit 120

Understanding the Sales Force

MARCH 7, 2016

They become defensive, review features and benefits, and make the situation worse for themselves instead of better. Most salespeople can calculate ROI and explain it to their prospects but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.

ROI 120

ROI Strategy Objections Benefit 120