crm
-
Sales Playbook and CRM Problems – What the Data Tells Us
- June 6, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads me to the growing demand for Sales Playbooks. Companies want them, get excited about them, believe they are important, pay tens of thousands of dollars for them, and invest many hours collaborating for a successful final document. You won’t believe the wasteful things that happen next!
-
The Perfect Day for a Salesperson – 10 Ways to be More Efficient and Effective in 2018
- December 8, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can be more effective and more efficient selling in 2018, do every single thing I wrote about in this article, exactly as I wrote it, and without any difficulty, by making a conscious decision to follow this blueprint. It’s not hard. It’s not scary. It’s not unusual. It’s not even thought-provoking. It’s simply a list of best practices that great salespeople (top 5%) do and that crappy (46%) salespeople either don’t do consistently or don’t do it at all.
-
Selling Value – Everything You Always Wanted to Know
- December 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So if not those topics, then what should we all be writing about – all the time – that would be a real difference maker for salespeople?
I believe that it’s the importance of and ability to sell value. Why, you ask?
-
Top 10 Reasons For Inaccurate Forecasts
- February 28, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We joke a lot about sales forecasts being no more accurate than weather forecasts, but everything is relative. An inaccurate forecast of cloudy won’t have much of an impact on anyone, but an inaccurate forecast of sunny and warm might. An inaccurate forecast of flurries might not cause a problem if they don’t materialize, but an inaccurate forecast of a foot of snow – in either direction – has serious consequences.
Inaccurate sales forecasts are legendary. Here are the 10 most common reasons why salespeople, sales managers, Sales Directors and CEO’s suffer from this:
-
The Future of Selling
- December 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My vision, of how the future of selling is shaping up, appears in today’s (the December 18, 2013) issue of Top Sales Magazine.
-
Science and the Length of Your Sales Cycle
- October 9, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A really important factor is exactly what salespeople actually believe – what they think – relative to the sales cycle. Read some of the beliefs that this sales force had around the sales cycle:
Those two factors alone are enough to double the length of a sales cycle! There are still 9 more factors that have an impact; however, just from what we’ve discussed and reviewed so far, it’s obvious that this company’s sales cycle is M-U-C-H longer than it needs to be.
-
Are Your Strategic Partnerships Your Passive Sales Force?
- January 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:
-
Top 16 Problems with CRM
- October 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll write about solving the CRM problem. CRM is very problematic, not because there aren’t choices, but more because companies make bad decisions. Just a few of the problems with CRM are listed here:
-
Is Technology Ruining or Driving Your Sales Efforts?
- August 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are many applications which can help us find opportunities, connect with people, manage the sales process and pipeline, manage relationships, share information, and keep us organized.
In addition to the applications, technology also comes in the form of smartphones, tablets, laptops, netbooks and desktop computers.
There are plenty of good choices, both with the devices and the applications, so how do you choose?
-
What It Really Means When CRM Isn’t a Sales Force Priority
- February 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s rare when a company isn’t using something for CRM, even if it’s an old version of ACT. In most companies, it’s not whether they are using CRM, it’s which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.