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.
Great Sales Management Advice from Football’s Greatest
On the eve of Superbowl XLVI Weekend, an article in the February 3, 2012 issue of the Boston Globe discussed Patriots Coach Bill Belichick's...
Top 10 Things – The First Minute of a Sales Candidate Interview
In just the first minute of your interview with a sales candidate you should know whether you don't want that candidate working for you....
Before Your Company Hires a Sales Leader…
Everyone has a plan. Some plans are better than others because they contain all or most of the necessary steps and sequence them in an...
Are Your Salespeople Still Cold Calling? The Ugly Truth
Some industries still break-in their salespeople by putting them on the phone and having them dial - more than one hundred times a day...
How Many of Your Salespeople are Receiving Welfare?
I hear this very often: Dave, your assessment said that Joe was not money motivated but I disagree. It seems like Joe...
New Penn State Coach – Just Like Dysfunctional Sales Management
Unless you lived in a cave in Afghanistan during the past two months, you heard about the scandal involving people associated with Penn State...
Get Your Sales Force to Perform Magic and Make Sales Appear!
I just finished a great novel called Law of Nines. A traveler from another world visits Earth in hopes of saving her own...
Sales Courage and Resilience
We went to the movie, We Bought a Zoo and while it wasn't the comedy we expected it to be, it did have this:...
Only 11% of Salespeople Do This at the End of a Sales Call
This is the time of year for traditions. While most are family traditions, an analysis would reveal that the processes for buyers...
How Many of Your Salespeople are Addicted to This?
I was working with a client's sales team yesterday and one salesperson shared that he had given up his "hopium" addiction. Hopium? It's a...
Self Centered Salespeople and Customer Focused Selling
Most of the newer material on sales effectiveness is about being more customer focused. While this gets misinterpreted, the basics cannot be misunderstood....
Must Read – Accenture / CSO Insights Sales Optimization Study
In their latest study (thanks to Charlie for sending it to me) - Accenture reported on the 2000 companies worldwide that CSO Insights surveyed....
The Biggest Mistake That Salespeople Make at Year End
It's the last day of November. Realistically, there are three weeks of business remaining in the calendar year. Will you hit your...
Sales Pipeline – Reality vs. What Your Salespeople Know and Think
They are three separate things but not three distinct data points: What your salespeople know - for certain - a data point. This is the...
The Difference Between Sales Commitment and Desire
I was explaining this difference to a client today and the two findings we were comparing were striking in their contrast. The candidate in question...
Sales Traction – The Key to Measuring the #1 Sales Competency
One of the KPI's I introduced in my Moneyball article two months ago was Traction, the ratio of suspects that become prospects. Using...
What is the #1 Sales Competency and How Many Salespeople Have it?
My series about the Top 10 Sales Competencies that nobody talks or writes about is among the 10 most widely read of my 850...
Why I Can’t Talk About Being Rejection Proof or Sales 2.0 Anymore
I want to ask for your help. Please read these two rants and then comment - I really need your comments, inbound links...
What it Takes to Make Your Sales Pipeline Accurate & Predictive
Yesterday, while speaking in DC, I asked my usual questions but the response to one of the questions left me scratching my head. It...
Top 10 Reasons Why it’s Hard for Salespeople to Land BIG ONES
I'll be the first to admit that selling to big companies can take much longer, may include many starts and stops, musical chairs, committees,...