Dave Kurlan

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, hitters are stronger, pitchers routinely throw in the mid 90's and th...

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 for key roles.  Unlike recruiters, I don't work on a contingency because I take responsibility fo...

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 1980's barfed up!"  I'm happy to report that thanks to big-time help from PENTA Marketing CEO...

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.  How many can you think of?  I came up with the following: Water - you can get an unlimited amount…

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! Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before.&nb...

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 highway eight miles later, the tire was flat and we were able to drive another mile to a safe location…

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 more.  After living on this property for the past twenty years, it really surprised me that these bri...

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 and say to yourself, WTF? Have you ever come to a strange intersection and the signs are pointing in every…

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 "my name is...and I'm the owner...and I created everything in the store" which was followed by fifteen minutes of non-stop…

Follow This Advice to Schedule More Meetings and Spend Less Time Doing It

Yesterday I watched a toad walk across the outdoor side of our kitchen window.  Picture it!  I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze.  I performed a google…

Siri Can’t Help You Close the Deal but Doing These Three Things Can!

When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't.  On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't…

Why More Salespeople Are Being Recommended for Difficult Selling Roles

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.  Something else we haven't done for...

The Bob Chronicles Part 5 – Bob Can’t Win This Argument Over a Sales...

Most of us have strong passion in support of our own beliefs and opinions and the degree to which we are willing to embrace the opinions of others varies wildly.   Allow me to provide two examples where people tend not to change sides: Boston...

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off...

We attended last night's Red Sox Game.  Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.  The Red Sox closer,…

8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park.  It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the…

Will Salespeople Travel or Continue to Work Remotely in 2022?

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts.  How liberating! Or so I thought...I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.  Eith...

Crappy Salespeople and Lack of Urgency Alignment  – The Bob Chronicles Part 4

We shouldn't discuss that time you were in a meeting when, without warning, you had about 10 seconds to get yourself to the nearest restroom or you would need to drive home for a wardrobe change.  Fortunately, you were able to gracefully excuse yo...

How to Become More Successful One Day at a Time

You can find inspiration anywhere.  Even in a book called, A Year of Playing Catch.  Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128.  Why would someone from the world of…

How to Get Your Audience to Fall in Love Your Virtual Event

Do you remember April 1, 2020?  The entire world was in lockdown and at Objective Management Group (OMG) we had just ten days to figure out how to convert our annual four-day international conference for sales experts to a three-day virtual event ...

Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople (The...

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy.  If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own…

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