Understanding the Sales Force

5 Steps to Grow Sales by 33% in 12 Months

Understanding the Sales Force

I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story.

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Do You Know the Accurate Reason Why a Salesperson Is Not Performing?

Understanding the Sales Force

How quickly can you determine why a salesperson is failing? Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we're out playing catch and I point to a ball and say, "there it is" or "right there" or "get it" he just can't seem to find it!

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62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right Way

Understanding the Sales Force

Buying a snowblower? Pick one, have it delivered, wait for a snowstorm and blow some snow. What's the worst that can happen? Planning to go out for dinner? Choose a restaurant, make a reservation, show up and enjoy. What's the worst that can happen? Hiring salespeople?

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The Philosophy of a Pitching Coach Will Improve Your Sales Team

Understanding the Sales Force

I find ideas and material for this Blog everywhere, especially when I'm not looking for them. Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Top 10 Sales Videos and Rants From Dave Kurlan

Understanding the Sales Force

From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection of ten presented below, seven are rants so the rants are much more popular.

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Great Sales Managers are Like Great Baseball Coaches Without the Screaming

Understanding the Sales Force

So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball.

Salesenomics - Many Sales Organizations Are Stuck in the 1980's

Understanding the Sales Force

Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!"

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The Difference Between CyberThieves, Hackers and Most Salespeople

Understanding the Sales Force

I found it challenging to write this article.

10 Prospect Rules That Salespeople Must Learn to Break

Understanding the Sales Force

This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%

Understanding the Sales Force

This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger.

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Most Sales Processes, Funnels and Pipelines are How Old?

Understanding the Sales Force

Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here.

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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled.

The Cold Email I Read Through to the End - Is  There Hope for Salespeople and Marketers?

Understanding the Sales Force

I bought my first cell phone in 1985. The enormous device was hard wired to the car, connected to a heavy metal box, and cost $2,000 to install. All calls in and out were billed by the minute and my bill averaged around $1,500 per month.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

10 Steps to Crushing Your Sales Forecasts

Understanding the Sales Force

One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be successful, you needed to dress like you were successful.

Nothing Beats This One Tool When You Can't Sell Face to Face

Understanding the Sales Force

The "ABC's" is an alternate term for fundamentals. Unless ABC stands for Afghanistan, the Border, and Crime. The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done.

Siri Can't Help You Close the Deal but Doing These Three Things Can!

Understanding the Sales Force

When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't multi-task.

A Home Run - How the Right Data Can Help You Hire Your Ideal Salespeople

Understanding the Sales Force

Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest.

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12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

Sales Forecasts Do Not Have to Be as Wrong as Fortune Cookies

Understanding the Sales Force

There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies! Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before.

When Salespeople Can't Close Closable Business - The Bob Chronicles Part 7

Understanding the Sales Force

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob.

A Key Competency That Differentiates Top Sales Performers From Posers

Understanding the Sales Force

We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too.

Has Buying Changed and Has B2B Selling Adapted?

Understanding the Sales Force

My articles begin with analogies so we'll start by asking, has baseball changed? Dave Kurlan Consultative Selling sales process closing crm inbound buyer journey outbound

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Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

Most Salespeople are Underdogs Like the Boston Red Sox

Understanding the Sales Force

Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results.

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Can You Find The Perfect Sales Candidates for Your Sales Team?

Understanding the Sales Force

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles.

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2 Questions That Will End Every Request for a Better Price

Understanding the Sales Force

I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. How many can you think of?

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger!

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12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

When Your Sales Opportunity Stalls, Do You Call Roadside Assistance?

Understanding the Sales Force

We were driving on the highway when the dashboard indicated low pressure in the left rear tire. That can't be good! As we exited the highway eight miles later, the tire was flat and we were able to drive another mile to a safe location and call roadside assistance.

How to Become More Successful One Day at a Time

Understanding the Sales Force

You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book?

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My Most Popular Sales Article of the Last Ten Years

Understanding the Sales Force

This is my annual nutcracker post. I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate.

Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.

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The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience.

Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

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Sales Selection Tools: Do You Get What You Pay For?

Understanding the Sales Force

Perhaps you've heard the advertisement while listening to a SiriusXM radio station. It's for Home Title Lock.

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How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value

Understanding the Sales Force

I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens.

Stop Investing in Forgettable Learning Events

Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.