Driving, Asking Questions, Inside Sales, and Sales Process with a Twist

Posted by Dave Kurlan on Tue, Sep 08, 2015 @ 06:09 AM

Here's a quote from an article I wrote that appears now on the SellingPower Blog.  It's an analogy to help you understand why asking questions is so difficult for most salespeople.

"You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!

"That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. Salespeople think someone will be killed – and they worry that it might be them!"

Read more of the SellingPower article here.

And this is a quote from an article I wrote that appears on the Membrain Sales blog.

"We would have recommended 6 of their 7 top performers and only 1 of their 9 bottom performers. We would have been correct on 14 out of 16, or 88% which comes within a few percentage points of our usual predictive accuracy of 92%.  This is scientific sales selection. It's a necessary part of an overall scientific approach to sales and the sales force."

Read more of the Membrain article here.

This is a quote from an article on how to increase your sales by 20% by getting your sales process right, published right here on my Blog while most people were finishing up their summer vacation.

"There is a huge misunderstanding when it comes to sales process.  It's a lot like electrical work.  Everyone needs it, but they think that because they know how to change a light bulb they don't need to call an electrician.  Getting your sales process right is a lot more like needing electricity in the middle of a stone wall with no nearby source to tap into.  For you?  Impossible. For an electrician?  It's all in a day's work."

Read more of the article on sales process here.

This is a quote from another article on how to increase your sales by adding a twist to your sales approach.

"Regular readers know that I often champion the cause for a consultative approach to help differentiate and sell value in modern times.  But like I said at the outset, everything old is new again and this sales hack brings some presentation skills back to the early stage of the sales process."

Read more of the article on how to use this "everything old is new again" twist here.

This week's Top Sales Magazine features an article that I wrote 8 years ago!  It explains what integrated sales force development is and this morning, when I saw it in the magazine and reread it I felt that it was ahead of its time in 2007 and extremely applicable in 2015.  You can read that article here.

Finally, I'll be speaking on coaching salespeople at Inside Sales-Boston this Thursday, September 10.  If you're already planning to attend I'll see you there.  Otherwise, if you're in the Boston area, change your plans and catch the terrific lineup of speakers!

Topics: Dave Kurlan, sales process, sales force development, asking questions, inside sales, sales increase, selling power magazine, top sales magazine

The Future of Selling

Posted by Dave Kurlan on Wed, Dec 18, 2013 @ 08:12 AM

holograhpicMy vision, of how the future of selling is shaping up, appears in today's (the December 18, 2013) issue of Top Sales Magazine.

After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.

We did pretty well this year!

Objective Management Group (OMG) took home the Gold for the 3rd straight year for Top Sales Assessment Tool.

At Kurlan & Associates, Frank Belzer won the Silver for Top New Sales & Marketing Book, Sales Shift.  By the way, if you haven't read Frank's Blog, it's also deserving of recognition.

I won the Bronze for Top Sales & Marketing Blog - my 3rd consecutive win for Understanding the Sales Force.

I also won the Gold for Top Sales & Marketing Article - Sales Management Best Practices - Are Your Salespeople Challengers?

Our Partner, Membrain, won the Gold for Top CRM Tool.

And many of our friends and colleagues were honored too.  I congratulate all of them!!

As you contemplate the Future of Selling, think about how these changes might affect your company this month, this year, next year, and the years ahead.

Is your Sales Infrastructure able to support the sales team of the future?

Is your Sales Architecture optimized to support sales managers spending 50% of their time coaching?

Is Sales Management up to the task of providing effective coaching?

Has Sales Enablement provided everything needed so that your salespeople can go to market with the right strategy, execute and have the required conversations?

Is Sales Talent Management providing the sales talent you will need to grow revenue?

Does your Human Capital have the sales DNA and the skills required for success?

During January, I'll be writing more about these 6 keys to the ideal sales organization.

Tomorrow, I'll present my Top 10 Articles of 2013 so that you can vote on your favorite.  I'll publish the winning article before we break for the holiday.

Finally, Gazelles Growth Institute has added my Baseline Selling video broadcast to its lineup of top-notch, world-class speakers and on-demand courses.  It came out great and I'm really delighted with the work they did.  If you haven't been able to work with us directly and want an inexpensive taste of how the Baseline Selling sales process and methodology work, you should check out this and the other video courses at Gazelles Growth Institute.

Thanks for reading and don't forget to read my article, The Future of Selling, and enter your comments right here

Image credit: sellingpix / 123RF Stock Photo

Topics: Dave Kurlan, crm, move to inside sales, membrain, top sales magazine, sales predictions, technology in sales, connectleader, cisco, holographic meetings

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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