Understanding the Sales Force

10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

How Much Has Video Impacted the Way We Sell?

Understanding the Sales Force

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip.

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Why the Future of Selling Resemble Won't Resemble the Past

Understanding the Sales Force

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1.

The Real Reason Why So Many Salespeople are So Bad at Selling

Understanding the Sales Force

Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Understanding the Sales Force

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.

New Data Reveals a Finding That Correlates to Sales Success

Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not.

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The New York Times' Misleading Article on Assessments and Their Use Cases

Understanding the Sales Force

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology.

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Why You Will Finally Pay the Price of Not Selling Value

Understanding the Sales Force

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price.

New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

Understanding the Sales Force

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Definitive Playbook to Lead a Sales Force Out of the Current Crisis

Understanding the Sales Force

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again. Dave Kurlan Sales Force economic crisis sales playbook recovery

3 Steps You Must Take Today to Save Your Company From This Economic Downturn

Understanding the Sales Force

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).

Why Reopening the Economy Won't Be Enough To Turn Things Around

Understanding the Sales Force

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.

Companies Surprised by Unexpected Remote Selling Challenges

Understanding the Sales Force

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today!

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

How Top Salespeople Anticipate and Manage Resistance

Understanding the Sales Force

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.".

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The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

Understanding the Sales Force

86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics.

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

How Companies Choose Sales Training Companies is Backwards

Understanding the Sales Force

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof?

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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

Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

The Deal Breaker That Prevents you From Hiring a Great Salesperson

Understanding the Sales Force

One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat.

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An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

Understanding the Sales Force

You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The Most Successful Negotiation is The Negotiation That Isn't Needed

Understanding the Sales Force

The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?

Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Understanding the Sales Force

No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day. Dave Kurlan video zoom

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The Science Behind One Company's Top Sales Performers and Why They're So Much Better

Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates.

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.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Elements of an Effective Elevator Pitch

Understanding the Sales Force

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages.

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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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

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.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

What is the Sales Stack and Do You Need it?

Understanding the Sales Force

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you?

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10 Reasons Why Salespeople Hallucinate

Understanding the Sales Force

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.

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.

Change in Approach Leads to 304% Increase in Sales Effectiveness

Understanding the Sales Force

You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement!

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”