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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.

If Andre Agassi was in Sales, Would He be Ranked #1?

Andre Agassi's autobiography, Open, was a great book! I kept wondering what it would have been like if Agassi was in sales...

Most Salespeople Suck at Selling – Is it Worse Than Ever?

Last year I wrote this short article on the difficulty that salespeople have getting their voice mail messages returned. In May, this article...

You Lost the Sale – What Should Your Salespeople Do Next?

I used to recommend that salespeople read Mastery, by George Leonard, a book on how to master anything, although he used Martial Arts for...

Enough Already with all the Sales 2.0 Talk!

When fax machines were first introduced (I remember the day a salesperson cold-called me with an "opportunity" for me to own my own fax...

How to Add Value to Your Sales Offering

This article has been selected for DeFinis Communications' "Sales Coaching: Top Tips for Increased Productivity" Blog Carnival. You can enjoy even more posts from...

Top 10 Criteria for a Qualified Sales Presentation

Many states have crosswalk laws that require drivers to stop for pedestrians in a crosswalk. If you are walking and wish to cross...

Top 10 Reasons for Roller Coaster Sales Performance

The stock market plunged on both Friday and Monday, made gains on Tuesday and Thursday, and they were sandwiched around another loss on Wednesday....

The 10 Keys to an Effective Sales Hiring Process

There are many keys to making the the sales hiring process work effectively yet most companies fail to get these keys right.  Some of...

Harvard Business Review Blog Post Gets Salespeople Wrong

The Blog at the Harvard Business Review recently ran this article about the top seven personality traits of successful salespeople. Thanks to Peter...

Busy Salespeople are Lazy Salespeople

Things aren't always what they seem with your salespeople. Sometimes, the busier they are, the less they are doing! I had several...

How to Close the Big Sales that are so Difficult to Close

If I think back on most of the big deals I have closed, helped others to close, or trained and coached others to close,...

25 or 6 to 4 and your Sales Force

You're thinking, "You've got to be kidding me!" How does this title tie in? I was talking with a client last week and we...

What Makes Salespeople Stand Out from the Crowd?

Recently, several of us sat in the conference room, discussing several dozen salespeople we had interviewed. We had the data from their OMG...

Tenure – Could it Possibly Be a Good Thing for your Sales Force?

How do you feel about tenure? Is it ever a good thing? Is there value in helping people feel...

Differentiating Yourself on Sales Calls

As luck would have it, today there were five nearly identical white mid-size cars parked along side each other in the parking lot. ...

How to Prevent Crashing and Burning in a Sales Presentation

Earlier this week I posted the Top 5 Sales Presentation Tips. What if you followed the 5 tips but failed to follow...

Top 5 Sales Presentation Tips

The one area where salespeople appear to be most comfortable and confident is when they are presenting. That is when they feel like...

Sales Confidence – How to Ask Any Tough Question Anytime

I'll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or...

If You Structure Your Sales Force Like the Big Companies…

Yesterday I read a White Paper about structuring sales forces and it got my blood boiling. It wasn't that it was a study...

Selling – Your Company’s Biggest Sale Ever

Sometimes your biggest sale isn't your best sale. When biggest isn't best, sometimes it is because: it was anti-climactic. it was too easy...

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