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.
Hiring Salespeople Who Aren’t Money Motivated – The Offer
In April, I wrote an extremely popular article on Whether Money Motivated Salespeople are a Dying Breed. You'll need to read that...
Do Your Salespeople Really Understand Pipeline Requirements
In a recent email to a group I mentioned that (using the Baseline Selling model) they should have the following ratios (based on their...
The Advantage that Focused Salespeople Have
I have seen this so many times! Show me a focused salesperson - one who isn't aware of what else is taking place in the...
Best and Worst Questions for Salespeople to Ask
The theme of my recent posts has centered around links sent by readers, asking me to weigh in with a counterpoint to the conclusions...
Are Salespeople Born or Made? The Real Story
Several readers sent me the link to this article that discusses whether salespeople are born or made. Prior to that article, many others...
Steve Jobs Legacy on Selling – 10 Criteria to Sell Itself
Steve Jobs left many legacies and I thought it might be useful to discuss the one he left on sales. Apple's products, under his direction...
Revealing Study of Salespeople Makes News at HBR
Dozens of people emailed me the link to this article, which appeared on the Harvard Business Review Blog. They couldn't wait to hear...
Time and Territory Management for Salespeople
Aside from requests for Motivational training, Time and Territory management training is one of the most inappropriate requests I receive each week. And I've...
Top 10 Ways to Increase Sales
I'll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the "how can we increase sales?" question on a regular...
The Difference Between Sales Commitment and Work Ethic
When a sales force evaluation shows that a salesperson lacks commitment, the most likely remark we hear from management is usually, "but he has...
12 Differences Between Your Salespeople and Sales Candidates
Yesterday Jim Sasena and I were reviewing data for a recent subset of the 500,000 plus salespeople that Objective Management Group has assessed. ...
More New Thoughts on Selling
Following up yesterday's Moneyball article, here are some more new things for you to think about. When your salespeople are in front of...
Does Your Sales Force Have Asthma?
When I was young, my lungs would literally burn when I exerted myself on hot, humid days. It wasn't until I reached my...
Cold Calling Example – Best and Worst in a Single Sales Call
Today I received the best and worst sales cold call ever - all from the same salesperson. It started with a voice mail...
Red Sox and the Sales Force – Winning and Losing is Contagious
The Red Sox began the 2011 baseball season by losing 10 of their first 12 games. So what? Before the season began...
Top 11 Reasons Why Salespeople Fail to Close Sales
Today I coached a salesperson who thought he had call reluctance - but I didn't agree. He was pushing through, making calls -...
Sales Selection – Would You Choose Bob or Mary?
Given a choice between the following two salespeople, who would you rather have working for you? Bob: On the positive side he is extremely nice,...
Effective Sales Models
Back in June I wrote this article about the difference between sales process and sales methodology. In addition to those two sales infrastructure...
Stalled Sales Opportunities: When Your Prospect is Hiding
This happens to every single salesperson on the planet engaged in a sales cycle of longer than one call. "My prospect won't return my calls".…
How Many Salespeople Should Report to a Sales Manager?
Objective Management Group has evaluated nearly 10,000 sales forces. Each time, we must ignore titles and focus on roles of each individual in...