Understanding the Sales Force

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

How to Magically Move Prospects into a Buying State of Mind

Understanding the Sales Force

Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age!

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How the Rubber Band Sabotages Sales Performance

Understanding the Sales Force

I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA

2 Selling Shortcuts That Will Always Work

Understanding the Sales Force

Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts

Six Overlooked Factors When Hiring Salespeople

Understanding the Sales Force

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks.

Using the Power of a Duracell to Help You Hire Perfect Salespeople

Understanding the Sales Force

Apparently, Duracell 9 volt batteries are the picture of consistency. Last night, all 7 of our upstairs smoke detecters starting squawking within about 30 minutes of each other to indicate that their batteries needed to be replaced.

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Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal.

The 21-Day Solution for the Toughest Sales Weaknesses

Understanding the Sales Force

About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else.

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The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.

Why Coaching Causes Some Sales Managers to Hold On for Dear Life

Understanding the Sales Force

Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate.

How to Use the Your Experience with Turbulence to Overcome Resistance

Understanding the Sales Force

We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too.

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The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.

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The Voicemail Message with Everything but the Kitchen Sink

Understanding the Sales Force

This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Examples of How Salespeople Lose Credibility with Their Prospects

Understanding the Sales Force

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility.

Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects

Understanding the Sales Force

They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know you get these emails too. I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn.

The Top 10 Sales Articles of 2018

Understanding the Sales Force

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.

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One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Understanding the Sales Force

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

The Power of Smart Differentiation in Sales

Understanding the Sales Force

In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation.

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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Where Can You Find the Best Salespeople?

Understanding the Sales Force

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right?

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Great News! The Latest Data Shows That Salespeople are Improving

Understanding the Sales Force

Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER!

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Do the Least Informed Salespeople Have the Loudest Voices

Understanding the Sales Force

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news.

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Would Henry Ford be Able to Sell Cars Today?

Understanding the Sales Force

Cars were in the news this week when GM announced they were closing plants in the USA and President Trump pushed back. So it got me wondering. Dave Kurlan Consultative Selling sales process

An Easier Way to Coach Salespeople - For a While

Understanding the Sales Force

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching).

Top 13 Requirements to Help You Soar as a Sales Manager

Understanding the Sales Force

In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint. What you (and your learners) want is dynamic, visual, interactive content that’s compelling and memorable. That’s the kind of content that engages learners, and develops lasting behavior change. In this session, you’ll see how you can do all of that using only PowerPoint - and once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

How I Realized That Selling is Just a Bunch of Crap

Understanding the Sales Force

Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.

I'm Sorry But Your Sales Process Sucks

Understanding the Sales Force

Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process.

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

Speaker: Kellie de Leon, Vice President of Marketing & Strategy, The Mx Group

Chances are, you’re under the gun to convert more leads from your website. To increase conversion, your site needs high-quality content, user-friendly navigation paths, and calls to action that appeal to your target customers. But how do you go about this? And wouldn’t it be great to see some real-world examples from B2B companies that are doing it successfully? Kellie de Leon, VP of marketing and strategy at B2B agency The Mx Group, works with marketers every day to help them create and execute customer-centric strategies and content that increase web engagement and conversion. In this webinar, she'll discuss how to make your website more customer-centric.