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.
Revolutionizing Sales Forecasting with a Baseball Twist
Imagine hearing “Power Alley” during an interview with a sales candidate. As a baseball guy, I pictured a right-handed batter smashing a home-run to...
Lessons from Happy Gilmore 2: Why Salespeople Need to Get Serious About Skill-Building
If you can make me laugh for two hours straight then I’m all in. I know that Adam Sandler isn’t everyone’s cup of tea, especially...
Brad Pitt’s F1 Character Shows Us How to Tame Sales Mavericks
The new Brad Pitt movie, F1, was fun, immersive, memorable, and we loved it. While those are the same words I attach to Baseline Selling...
Wild Shifts in Sales Hiring Drive the Hire Rate From 3% to 0.5%
Struggling to fill that sales role? You’re not alone, and the numbers are getting wilder. Have you attempted to hire salespeople or sales managers lately? ...
Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins
This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the…
What CEOs Are Missing In Their Attempts to Grow Revenue
According to Grok AI’s research, in 2025, CEOs and sales leaders are scouring the web for the next big thing to crush their revenue...
Fire Your Top Salesperson: The Red Sox Lesson for Better Sales Teams
What if firing your top salesperson would make your sales team better? The Boston Red Sox showed the world how to do it this past...
5 Keys to Account Management Success; 10 Keys to a Strong Customer Partnership
This article sounds like a beast, but it’s one of the shortest I’ve ever written. My backup title was Adventures in Account Management, but...
Is Complacency to Blame for Missed Quotas? A Deep Dive into Sales Performance Challenges
Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent....
New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10%
This article is longer than most but don’t let that discourage you because it’s the most important article I have written in 2025. There...
Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree…
Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics
Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in...
MLB’s Replay Center Offers Lessons for the Sales Call Debrief
It’s Sunday night and I haven’t begun to write my Monday article, which is usually completed by Friday. I didn’t have an opportunity to...
The Biblical Sales Force Part 5 – Consequences and Some Baseball
It’s been a while since the last installment of the Biblical Sales Force Series where we discuss the similarities between biblical days and the...
My Key to Building a Strong, Sustainable, Sales Pipeline
Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in...
Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople
I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play. I hadn’t...
How to Master the Sales Discovery Call
When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me...
Use a Custom Sales Process to Increase Sales by More Than 28%
Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales…
Deadly Negotiation Strategies – The Bob Chronicles Part 8
Bob is Back in the news! It’s hard for me to believe, but I haven’t written about Bob in more than two years. If you...
10 Rules for Successful Sales Training and Revenue Growth
I believe that “24” was the best Television series I have ever watched. Although it ran from 2003-2010, long before streaming was a thing,...