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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.

Winning and Retaining Business When There is Competition

We were away for most of April, watching our son play his senior year of college baseball.  When we left Massachusetts, the calendar said...

Use Sales Scorecards Because People are Fickle

Brad Bolino provided a link to an Inc Magazine article about the Peter Principle.  For their example, the author used salespeople who were promoted to...

Ominous Signs for Sales Teams and Baseball Can Help

The Hall of Fame catcher Yogi Berra is known for his many “Yogisms.” The one we are most familiar with is, “It ain’t over...

Baseball, The Toad and Coaching Unresponsive Salespeople

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared.  When I...

The Data: What Percentage of Salespeople are Really Coachable?

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t...

Homicide Detective Makes Best Case for Sales Process

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this...

Opportunity Blindness – What’s in Your Sales Pipeline?

What’s in your pipeline?  Are the opportunities made of gold bullions or lumps of coal?  Or both? This week, my team had two reactions to...

Whipped Cream! The Easiest Way to Lower Sales Resistance

Dinger had his second ACL surgery in the past five months.  While his recovery is on par with the recovery from his September surgery,...

Sales Process for the Anti-Sales Process Crowd

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those...

My Latest on Using Email to Book New Meetings

Using email to book new meetings sounds awesome. Unfortunately, it isn’t because it simply does not work effectively. In our house we seem to have...

Movie Contrasts the Best and Worst Salespeople

This makes two movie posts in a row!  Last week I used Sound of Freedom to illustrate that companies don’t know what they don’t...

Coconut Flakes Help to Improve Sales Effectiveness

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. My wife took me to a Vegan restaurant...

Apple Fritters and the 10 Keys to a Successful Sales Transformation

I’m not very useful in the kitchen until it’s time for cleanup.  While I’m a grill master outdoors, meals that involve recipes, seasoning, marinating,...

How to Sell to Major Accounts That Love Your Competitor

Salespeople tend to take their best accounts for granted.  They don't call as often as they should.  They don't visit as often as they could. …

Milestones in the Sales Process are Like the Stones in a Wall

An ideal sales process has 4 stages, each with anywhere from 4 to 10 milestones that must be met in order to move to the…

The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money

The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople.  The data shows that 43% of all…

Sales Presentations to Big Companies – the Same as Political Theater

What really happens on presentation day?  Theater.  Salespeople validate what the individuals on the committee already believe to be true.  If you're not the one…

How to Achieve Greater Sales & Sales Leadership Success

Salespeople need to be much better at prospecting instead of hiding behind emails and LinkedIn messages.  They need to be better at the discovery call…

Three Recent Hurricanes Show the Path to More Effective Selling

A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week.…

What Relationship Builders Do Better Than All Other Salespeople

Last week, I posted an article on the Impact of Relationship Building Challenges in Sales.  The article explored what happens to salespeople who are...

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