Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
The article that addresses the title is a little further down but I would appreciate it if you would please first read the paragraphs before the article.
I want to thank you for reading my Blog. Whether you've been here for all 850 plus articles or just joined us this month, I hope you find it useful and original. When I first started posting articles back in 2006 my original goal was to organize my thoughts in order to write my next book - a Sales Management Bible. Instead, I realized that while I no longer had time to write another book, I did have 10-15 minutes, early each morning, to share my thoughts and experiences, usually based on data and science.
This Blog has been honored with many awards during the past few years, and was nominated for four more this week. Understanding the Sales Force is nominated for Top Sales & Marketing Blog of 2011. Winners will be announced in the 2011 Top Sales & Marketing Awards ceremony on December 16. One of my articles, Money Motivated Salespeople a Dying Breed, was nominated for Top Sales & Marketing Blog post.
The third nomination places me in the company of these experts, legends and thought leaders: Guy Kawasaki, Seth Godin, Neil Rackham, Gerhard Gschwandtner, Jeffrey Gitomer, Linda Richardson, Dave Stein, Jill Konrath, Mike Schultz, Dr. Tony Allasandra, and I were all nominated for Top Sales & Marketing Thought Leader of the Year. You could do a lot worse than reading the material that this group cranks out!
Finally, Objective Management Group was nominated for Top Sales Assessment tool.
Jonathan Farrington hosts the 2011 Top Sales & Marketing Award Event along with Gerhard Gschwandtner on December 16. I'll provide registration information as soon as it's available but in the mean time, I wouldn't mind at all if you wanted to take a moment and vote (for me if you want to). When you vote, you'll have to register first - sorry - and choose a category for your vote. If you want to vote in the other two - or more - categories after you've voted, click HOME and then select another category. You can vote as often as you wish but only once per day from the same computer.
Here are some links to three must read articles you might have missed:
The Difference Between Sales Commitment and Desire
How Watching a Movie Again Improves Sales Effectiveness
Sales Process is to Religion as Sales Methodology is to Prayer
Today's article has been more about me than you and since that's never the intent here, let's change gears.
How to Make it Easier for Your Salespeople to Sell
If your company is an underdog (what you sell is more expensive than the competition, you have a new company, new technology or new product, you have a story to tell, you are not the industry or market leader, it's 6 or 7 figures, etc.), your salespeople have much more resistance to overcome than those who aren't underdogs. There are several strategies that can be used to minimize the effect of the resistance your salespeople face. You can:
- Train your salespeople to lower the resistance;
- Train them to overcome the resistance;
- Do remarkable things that cause you or the company to be recognized, opening the door for your salespeople;
- Spend millions on advertising so that you become better known;
- Acquire the better known competitors;
- Out perform the better known competitors;
- Lower your prices (you can but I don't recommend it)
- Get acquired by one of the better known competitors;
- Have happy clients make introductions for you to highly targeted prospects;
Making the job easier for your salespeople is your number one responsibility after coaching and accountability but most sales managers don't give this challenge much thought. How about you?
