Dave Kurlan
Dave Kurlan
Dave Kurlan is a top-rated speaker, the best-selling author of Baseline Selling, and a leading expert on Sales Team Performance. He was the founder and CEO of Objective Management Group, Inc., the leading developer of sales assessment tools and is currently the CEO of Kurlan & Associates, Inc., a global sales training and consulting firm.
How Most Companies Get Sales Team Structure Wrong
How is a typical sales team structured? I took a look at our clients and they are structured this way: Sales Team Structure Category Average…
Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
Don’t fall for it. Those “We’ll book you 100+ meetings” emails hitting your inbox are the sales version of Nigerian prince scams — except the...
10 Questions Every CEO Must Answer to Increase Revenue Today
Google Search Console doesn’t lie. I checked mine recently and saw exactly which of my 2,100+ sales articles CEOs are actually clicking on. It...
The Baseball Dad Lesson That Made Me a Better Sales Coach
From Terrified Introvert to Real-Time Sales Coach: How I Actually Built the Skill (It Wasn’t Magic) Most of us have watched someone — a kid,...
Attention C-Suite! Revenue by Salesperson is Faulty Data
I’m going to provide CEOs, CROs, COOs, CFOs and anyone else who cares, a lesson in rating salespeople. There is rhetoric, there are facts, and...
Why Only 27% of Salespeople Hear the Voice That Matters
Whose voice do you hear in your head?How about when you’re on a sales call?Is it yours? Mine? Your prospect’s? God’s? If it’s your voice,...
The Fatal Flaw that Causes Strong Salespeople to Strike Out
What’s the biggest weakness that most home run hitters share? They strike out a lot. Babe Ruth held that record until 1964 – long...
How to Lock Competitors Out of Your Biggest Deals
Your sales process should be locked down—and lockdowns make a killer analogy for how to treat your pipeline. In this article, I’ll share 10...
The $370 Fuse: Broken Trash Compactor Offers Lessons to Fix Sales Problems
The Emergency Last month, our kitchen trash compactor wouldn’t close properly and if it doesn’t close, you not only can’t compact the trash which defeats...
What Salespeople Can Learn from Harry Potter
To a certain degree, your success in the new year depends on whether you start the year on fire and produce a kick-ass January....
Why 72% of Sales Reps Miss Quota: The Participation Trophy PTSD in the C-Suite
Around 16 years ago, our son was crushing it on his Double A, 7-year-old baseball team. As the year drew to a close, we...
Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
Over Thanksgiving, my 23-year-old son was explaining the difference between the two private high schools he attended. He said a typical day at the...
Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery
When Monday morning arrived and I didn’t have an article ready to go live, it was the first time that ever happened to me...
From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to have mastery in...
The Golf to Sales Analogy: When You Don’t Know What You Don’t Know
I didn’t take up golf until I was 50. As someone who played baseball (won a batting title) and tennis (ranked as a junior),...
Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)
I can’t wait to tell you about sales cholesterol in your pipeline! Last week I posted a 2-minute video rant on LinkedIn about pipeline blockages...
The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas
I was thinking of all the different selling traits I’ve written about in the past 20 years and I’ve probably forgotten many more than...
How to Differentiate with 4 Response Options and 10 Must-Have Traits for Sales Success
Today’s article begins with a story about a sales candidate before it pivots to salespeople. It happened again. The last time was in early September…
Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)
We start the article with a quick baseball lesson/analogy. If that’s not what you feel like reading right off the bat, skip the first...
Top 5 Ways to Stop Striking Out on Your Sales Forecasts
This article will discuss the probability percentage in your pipeline, but first, I’ll present another baseball analogy. When a team loads the bases with no...