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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.

Some Salespeople Possess This Non Stop Sales Motivator

More than three months ago, I posted this article about Money Motivated Salespeople Being a Dying Breed. I wrote that Objective Management Group would be...

Top 20 Conditions that Dictate a Sales Force Evaluation

One of our Partners recently said, "We know how comprehensive a sales force evaluation can be, and we know how it works. We...

The Sales Manager as Ice Cream Man

Even in the technology age, one decades-old summer tradition still excites young children. They hear the bells and the music off in the...

Is Moving From Vendor Up the Ladder Scary to Sales Executives?

This is actually the third article on this subject. Last week I posted this article which contains a link to the original article. Last...

Are Your Salespeople Vendors, Partners or Trusted Advisors?

Earlier this week I posted this article about What Customers Expect From Their Salespeople. The Article was reposted on SalesEdgeOne and Andy Rudin,...

12 Questions About Your Sales Process

Today I worked with a group of salespeople from different companies and when I asked how many of them followed a formal sales process...

How to Interpret Sales Revenue and Economic News

I am having a disconnect with the bad economic news being reported. Perhaps these conditions aren't like this where you live and work,...

What Customers Expect From Your Salespeople and More

Harvard Business Review recently published an article about What B2B Customers Really Expect. Customers ranked Subject Matter and Solution Expertise first. However,...

Why Do Salespeople Quit in the First Year?

When companies do everything correctly in the sales hiring process, they: get the job spec right write a killer ad to attract the candidates who…

50% of Sales Reps Not Making Quota – What to Do?

I received the IDC Sales Advisor Newsletter in my email today and while it was about the importance of cross-selling, they said it is...

Are Your Salespeople Jerks or Just Different From You?

Last week I conducted a 3-day Sales Leadership Intensive for a very small group. Working with a small group has advantages because everyone...

How to Compensate Sales Hunters, Farmers and Account Managers

Today I received an email from a long time reader with this interesting question: "We've heard a good hunter won't farm and a good farmer...

10 Steps to More Sales Opportunities

Back in March, I mentioned in this article that it takes, on average, 8 attempts to reach a prospect. Unfortunately, that statistic won't...

What Automotive Technology Can Teach us About Sales Process

Are you old enough to remember driving cars that didn't have seat belts? Prior to seat belts you probably felt quite safe in...

The Complex Sale – Part 2

Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging. I also asked whether you should...

Do You/Should You Have a Complex Sale?

The Complex Sale - it's so----complex! Today we will simplify the complex sale and even ask if you should have a complex sale. First, what…

How Would Your “Top Salespeople” Do If…..

Most companies have people who are considered top performers who, under different circumstances, would be considered extremely weak salespeople. While these salespeople do...

Get Your Veteran Salespeople to Take Baby Steps

We expect newer salespeople to be sales challenged, that is, not very effective when it comes to listening and questioning. But the reality...

Selling is All in the Timing

A proud salesperson wrote to me and shared how well his next big opportunity was teed up. He had an introduction in to the company.…

The Longest Sales Cycle Ever – How They Closed the Deal

Today I heard a true story about one of the longest sales cycles ever. This particular team attempted to reach their target but...

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