closing more sales
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Last Day Madness on the Sales Force – That’s One Kind of Urgency
- November 6, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m still getting calls and emails asking if I’ve come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9. The series victories over the Yankees, Astros and Dodgers, all 100-win teams in their own right, were too easy. There wasn’t enough drama, tension, adrenaline or doubt. There was no sense of urgency. That’s the topic for today – urgency. Check out the table below:
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Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
- May 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.
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Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
- April 30, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God’s plan for us?
While many experts have attempted to answer all of these questions, most of us lack proof. There’s no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.
Likewise, every day most companies try to determine why their salespeople don’t close more business, why so many opportunities die on the vine, and what they need to do differently to change their results. They try everything! Most leaders think it’s an issue of closing skills. It’s not. Others think it’s about prospecting. While that has an impact on the size and quality of the pipeline, it has little to do with results. But I have discovered the cause, will show you the data, and discuss how to fix it.
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Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are there too many competitors – and you are having trouble getting noticed? Does the prospect claim to only care about price – and you aren’t the lowest? Do they just want a proposal or a quote – and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
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What the Huge Patriots Win Teaches us About Sales Momentum
- November 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.
