Dave Kurlan
Dave Kurlan
Dave Kurlan is a top-rated speaker, the best-selling author of Baseline Selling, and a leading expert on Sales Force Development. He is the founder and CEO of Objective Management Group, Inc., the leading developer of sales assessment tools. He is also the CEO of Kurlan & Associates, Inc., a leading sales force development firm.
When Do Follow Up Calls Add Value
Salespeople tend to fall into one of three groups when it comes to following up: The post When Do Follow Up Calls Add Value appeared…
The Keys To Retaining and Losing Your Customers
It's been quite a while since I've written an article about the role that customer service plays in the retention and renewal of customers and…
Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople
Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. ...
The Problem with Self-Directed Sales Training and its Role in Developing Salespeople
Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said…
Sometimes The Biggest Sales Problems Have the Simplest Solutions
Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example: For decades, I could…
Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers
My wife and I were on a Mother's Day walk when we saw something I had never seen before. I should have snapped a picture…
Grow Revenue During a Recession by Being Counter-Intuitive
All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation.…
The Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate…
Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong
As a Nor'Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two...
Top 10 Keys to Determining and Improving Your Ideal Win Rate
What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing…
What If Pay Equity Comes to Sales Teams?
Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor.…
4 Types of Sales Positions That Can Never Be Replaced by AI
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling…
These 6 Keys and New Data Help Your Sales Team Outperform The Rest
Four weeks ago, Marc Wayshak, Founder of Sales Insight Labs, an Allego company, emailed me a very insightful infographic. Returning from two weeks vacation, I…
The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that's the feeling I get…
Made Up Sales Statistics and Their Contrast to Real Data
A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. …
Top Salespeople are 8600% Better at This Than Weak Salespeople
You're not supposed to mix alcohol and medication, which isn't an issue for me because I don't drink and I avoid medication. While my articles…
Can Malcom Gladwell Explain the Sales Hiring Problem?
CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the…
The Latest Perspective on My Most Popular Article on Selling
The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come…
The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting
You're driving down the highway and you approach a road sign which says Chicago (South), Green Bay (North). Smart people know that taking the appropriate…
5 Reasons Sales Teams Underperform Like My Old Wiper Blades
My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to…