Dave Kurlan

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…

Why Sales Transformation Achieves Better Results Than Sales Training Alone

You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious. Bringing it...

New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.  It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for ...

The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers

Two Holiday traditions in one.  In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker.  At the same time each year I repost a seasonal favorite, an article I first wrot...

How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value

I won't suggest that a cup of coffee will make you more alert and more effective.  It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest…

The $225,000 Selling Mistake Most Salespeople Make

I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved.  I hear stories like this every day but this particular one happens way too often. 2 months ago, Bob agreed to a $25,0...

There is More Than One Type of Bias in Hiring Salespeople

Biases drive decision making.  You have them.  I have them.  We all have them.  Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble. While some bia...

Data Shows That Your Sales Team is No Different Than Your Lawn

I just love it when our lawn looks gorgeous - thick, lush, and green, green, green.  Getting it looking that good requires fertilizing, aerating, thatching, over seeding, and frequent mowing, all things better suited to the landscaping company tha...

Selling Over Video – The Six Things You Must Do Next to Improve Your...

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform.  However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are ...

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