Understanding the Sales Force
SEPTEMBER 18, 2023
In my space, that is our buyer and signer. I think you even told me in one of my original trainings,’It sounds like you are not talking to the person who makes the decisions.'” ” It’s been years since Freddy was in training so why did it take so long for him to change his sales strategy?
Understanding the Sales Force
JANUARY 31, 2024
Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. I’ll repeat the explanation here because it is a perfect analogy for people who don’t like the implication of a sales process, and it comes from a different perspective than I’ve previously shared.
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Understanding the Sales Force
AUGUST 28, 2023
Again, there are many other buying criteria at play, but buyers find it difficult to reject someone they like. Not enough training is dedicated to the subtleties of relationship building despite how important it is to half of the sales population.
Understanding the Sales Force
SEPTEMBER 29, 2014
He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG. There are ripple effects to this, for example: Dave Kurlan sales training sales weaknesses sales assessment tools value selling,'
Understanding the Sales Force
FEBRUARY 17, 2016
The observations come from sales force evaluations, sales candidate assessments, sales recruiting projects, sales training and coaching initiatives, and sales leadership training. Ken is one of my longtime readers, a former client, and last week he sent this note expressing his frustrations as a buyer of services.
Understanding the Sales Force
OCTOBER 28, 2013
I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. What if buyers should dictate the process? What if we should sell the way buyers want to buy? What if I was wrong about what I''ve been writing? Want to know what happened?
Understanding the Sales Force
APRIL 17, 2013
It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach.
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