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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.

New Data: Is Sales Compensation Aligned With Changing Motivational Needs?

My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%.  This was driving me crazy so I did some…

10 Sales Attributes That Don’t Differentiate Top Salespeople from Bottom Salespeople

Here in the US, this Sunday marked the first Sunday of NFL Football.  It's the same (as always) but different (new games).  In their season…

The Many Different Selling Roles and How They Differ – Part 1

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars.  You also know there are luxury cars, mid-range cars…

Big Company Strategies That SMB Sales Teams Can Emulate

On a recent Saturday I was running errands which took me through 3 local towns and a nearby city.  Even though I have traveled this…

You Can’t Lose Customers or Salespeople – 2 Secrets to Their Retention

As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients Good/Great Salespeople I conducted a…

Selling and the Need for Speed

We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first…

The Recession is Here – How to Take Advantage and Prepare Your Sales Team

You boarded your plane, got seated, the plane pulled away from the gate and you fell asleep.  Later, a hard landing woke you and you…

5 Steps to Grow Sales by 33% in 12 Months

I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now.  They are playing the…

The Cold Email I Read Through to the End – Is  There Hope for Salespeople and Marketers?

I bought my first cell phone in 1985.  The enormous device was hard wired to the car, connected to a heavy metal box, and cost…

10 Steps to Crushing Your Sales Forecasts

One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and…

When Salespeople Can’t Close Closable Business – The Bob Chronicles Part 7

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. …

Has Buying Changed and Has B2B Selling Adapted?

My articles begin with analogies so we'll start by asking, has baseball changed?   Games take longer, there is role specialization, starting pitchers rarely complete games,…

Can You Find The Perfect Sales Candidates for Your Sales Team?

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit…

Salesenomics – Many Sales Organizations Are Stuck in the 1980’s

Today is moving day for Objective Management Group.  When we first toured our new space, John Pattison, OMG's COO said, "It looks like something the…

2 Questions That Will End Every Request for a Better Price

I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. …

Sales Forecasts Do Not Have to Be as Wrong as Fortune Cookies

There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies!…

When Your Sales Opportunity Stalls, Do You Call Roadside Assistance?

We were driving on the highway when the dashboard indicated low pressure in the left rear tire.  That can't be good!  As we exited the…

Hidden Sales Competition and Why it Could Happen to You

I recently took these pictures of mushrooms on our property that I had not seen prior to this year.  Bright reds, bright oranges, whites and…

The Sales Compensation Plan from Hell and How to Improve It

Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color?  You dump all the pieces on the table…

Data: The Top 10% of All Salespeople are 4200% Better at This

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact…

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