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The Sales Expeditor

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Less is More With Sales Proposals

Posted by Chris Mott on Wed, Feb 12, 2014 @ 06:45 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
Teach Less learn More

When writing a proposal, have you or your salespeople ever overeducated a prospect, resulting in the loss of the deal?  If you didn’t answer yes to this question, you are likely in denial.

 

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How CFO’s Can Help Drive Sales

Posted by Chris Mott on Wed, Feb 05, 2014 @ 01:06 PM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
convert more sales,adapting to changing sales environments,are my sales leaders effective,competencies for sales people

This is the first in a series of four articles written for members of the executive team:

 

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Getting Pushback on Your CRM Adoption?

Posted by Chris Mott on Thu, Jan 30, 2014 @ 12:41 PM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.

 

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Top Five Sales Enablement Steps for Sales VP’s

Posted by Chris Mott on Tue, Jan 21, 2014 @ 08:39 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
describe the image

This is the 7th article in a January series on the Architecture of the Sales Force.  Here are the others:

 

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What Kind of Help Do You Provide to Technical Salespeople?

Posted by Chris Mott on Thu, Jan 09, 2014 @ 08:35 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
Stop Talking

This article discusses technical salespeople but has equal application to all salespeople with an orientation to product, specifications, features and benefits.  

 

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CEO’s Limit Execution of International Sales Teams

Posted by Chris Mott on Thu, Dec 05, 2013 @ 06:28 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
Boat on Rocks


Recently I co-hosted a discussion with Ed Marsh, from Consilium Global Business Advisors, at the annual PMMI conference.  We discussed the challenge of building international sales teams with a group of 100 plus CEO’s and business leaders from the packaging machinery industry.

As manufacturers and integrators, they face product development, support and sales challenges.  They typically sell through channels and distribution, so the question that I heard the loudest and clearest was, “How do you control and manage people and organizations that don’t report to you?”


 

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College Professors and Sales Leaders Have it Backward

Posted by Chris Mott on Fri, May 03, 2013 @ 01:24 PM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
Bored People

I was listening to a public radio program recently on how online learning will continue to alter radically the traditional notion of college learning.  They were talking about the Khan Academy which is a pioneer in the “almost free” space.  Ironically, a quick search of their website yields nothing under “sales”.

 

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Sales - People, Process, Alignment and Strategy

Posted by Chris Mott on Fri, Apr 26, 2013 @ 12:43 PM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
describe the image

Companies have spent significant amounts of money, time, effort and human capital on implementing processes to align their organizations on strategy.  This includes lean manufacturing, ISO certification, just in time inventory, optimization of delivery systems, and financial operations.  For a variety of reasons, this attention has not been consistently applied to the sales force.

 

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Traffic Jams, Ice Flows and Sales Process

Posted by Chris Mott on Wed, Apr 17, 2013 @ 10:10 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
traffic jam, sales process

On a recent trip for the Inbound Marketing Summit, getting out of New York City was a painful process.  We left by 3pm expecting to beat the traffic, but had an entirely different experience on the return trip to Boston.

 

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Judgment Affects Sales Recruiting

Posted by Chris Mott on Fri, Feb 01, 2013 @ 09:27 AM
  
  
  
Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.
650 BadDecisions

Last week, I was at the Dallas Vistage International Conference.  When I checked into the hotel, there was a group of little girls dressed in performance dance attire.  We got onto the elevator together with several of the moms.  Now I hate to admit this, but by somewhere between the first floor and their floor, they reminded me of the shows like Dance Moms or Toddlers & Tiaras.  I was in the elevator with those kinds of moms and kids.  They weren't particularly modeling upright characters.

 

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