Dave Kurlan speaks on the importance of sales process and how few companies and salespeople actually have one.
http://www.omghub.com
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Dave Kurlan – Sales Process
Dave Kurlan speaks on the importance of sales process and how few companies and salespeople actually have one.
http://www.omghub.com
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30 years later…you are the best I have ever known brother. You still celebrating the Sox World Series Championship…get back to work brother. Hope to connect with you soon. How is Deb?
I’m sorry, another video I cannot fully agree with. There is no “1” sales process, where salespeople can follow it, duplicate it and receive ongoing repeat numbers. It just doesn’t happen.
This is the assembly line mentality that people need to drop. Sure, we need a base foundational structure for both assuredness of quality and for a map through the sales process. But that it. The importance and value of a sales process stops there.
There are MANY types of personalities, strengths, weaknesses, ways to a solution, and sometimes, the customer/prospect will take us forward, then back a few steps, before allowing us to proceed to the finish line..
Sales is not a cut and dry format. If it were that easy, we’d all hire accountants and scientists with a heavy discipline in following protocol, and all companies would be highly successful… Or at least have a very sharp measurable number with no surprises..
yet reality says, this isn’t true.. And anyone in sales knows, it never quite ends up the way it looks on paper..