Top Kurlan Articles on Sales Process:

Posted by Dave Kurlan on Tue, Dec 11, 2012 @ 15:12 PM

I write often about sales process.  After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow.  I present my Top Articles on Sales Process:

I'm Sorry But Your Sales Process Sucks 
The Correlation Between Sales Process, Sales Milestones and Sales Success

Sales Process and Why So Many Salespeople Lose Their Way

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?
How Learning to Drive Can Help You Achieve Sales Mastery
Why a Customized Sales Process is Like Buying Shoes
What Comes After the Sales Process?
The Simple Tool that Simplifies Account, Time and Territory Management
A Bit of Holiday Tradition to Spice up your Selling
4 Great Sales Lessons from a Notre Dame Commencement Ceremony
10 Selling Scenarios When You Must Slow Down
The 3 Most Important Questions about Sales Process and My Answers
Can Free Sales Content Send You Down a Dangerous Path?
Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
Why This is Still a Great Selling Sales Book After 10 Years
Increase Sales by 20% - Guide to Creating an Effective Sales Process
Sales 2.0 Conference, Sales Process and The Sales Blitz
Why Doesn't Sales Methodology Get More Attention?
Is the Concept of Sales Process Really Antiquated?
What is the Most Difficult Part of the Sales Process?
Opinion: Why Sales Win Rates Have Reached an All-Time Low
OMG Ask the Sales Experts Sales Resources Rocky's Sales Development BlogJohn's Sales Operations Blog Sales Excellence: How to Close Anything and Everything in Any Vertical
Now That You Have a Sales Process, Never Mind
Can You Improve a Kick-Ass Sales Force?
Are Sales and Sales Management Candidates Getting Worse?
Baseball's Huge Impact on Sales Performance
Sales Process - Top 10 Reasons Why Sales are Lost
Best Way to Sell and/or Manage a Sales Force?
Drivers and Your Salespeople Need to be Patient
Sales Process is to Religion as Sales Methodology is to Prayer
12 Questions About Your Sales Process
What Automotive Technology Teaches us about Sales Process
Top 10 Rules for Getting People to Follow Your Sales Process
Sales Process – 5th of the 10 Kurlan Sales Competencies for Building a Sales Culture
When the Sales Process Doesn’t Support Sales Competencies
Seth Godin Reinforces the Proper Sales Process
Sales Process – What Have You Gotten Away From?
Sales Management – Most Important Functions in the Sales Process
Do You Have a Sales Process? 

Topics: Dave Kurlan, sales process, Selling System, Sales Approach

Sales Process is to Religion as Sales Methodology is to Prayer

Posted by Dave Kurlan on Mon, Oct 24, 2011 @ 06:10 AM

Baseline SellingReligion is one of the three things that should not be discussed on sales calls.  Since this isn't a sales call I will cross that line today and while doing so, hopefully, not offend anyone.  

Very few people know this about me but I am one of the rare people that have had more than one religion in life.  Like most, I was born into one religion and unlike most, converted to a completely different religion when I was around 45 years old. Both religions are alternate paths to God but I also know several people who are atheists - they simply don't believe.  In the end, the difference between believers and non believers comes down to faith.  And belive it or not, that brings us to selling!

This October, our sales development firm celebrates its 26th Anniversary and next month our assessment company celebrates its 21nd Anniversary.  One of the things that I have always shared with salespeople is that once they are following a sales process and using a sales methodology, all they need is faith that when they open their mouth, the right words will always emerge.  Yes, faith - in their ability.

As for sales processes, like religion, they are simply alternate paths to the sale.  But unlike religion, most companies and salespeople do not have a formal, structured, customized, optimized sales process. Most - 91% - don't follow a sales process at all!  It's seat of the pants selling.  The statistics show that the belief in sales methodology is equally pathetic.  

Most religions take you to the same place, but some have less structure, rules, rituals and traditions and are more or less relevant to 21st century life.  Most sales processes take you to the same place, but similary, some can have more or less of those ingredients.  Either way, the different sales processes give you something to believe in - to follow - faith - that if you do what you are supposed to do, a certain outcome awaits.

Sales methodology is the approach you use within your sales process in much the same way that prayer is the approach you take within your religion.  Of course, there are also many non believers when it comes to methodology.

Whether you have or are a salesperson yourself, if you don't have BOTH an effective sales process that you follow - religiously - and a sales methodology that you practice - faithfully - you must - convert!  

If you aren't familiar with Baseline Selling, you'll find that both the process and the methodology contained within are easy to relate to, memorable, intuitive and easily applicable.  You can order the book here and download it to your Kindle here.

Topics: Dave Kurlan, Baseline Selling, sales training, sales book, Sales Approach

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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