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.
Get Your Veteran Salespeople to Take Baby Steps
We expect newer salespeople to be sales challenged, that is, not very effective when it comes to listening and questioning. But the reality...
Selling is All in the Timing
A proud salesperson wrote to me and shared how well his next big opportunity was teed up. He had an introduction in to the company.…
The Longest Sales Cycle Ever – How They Closed the Deal
Today I heard a true story about one of the longest sales cycles ever. This particular team attempted to reach their target but...
Salespeople Failing to Get Prospects to the Phone
Yesterday's article discussed the problems that occur when you leave things up to your salespeople. We also discussed some of the problems that...
Bad Things That Happen When You Leave it Up to Your Salespeople
Here are the 10 most common things that your salespeople will do when they aren't managed effectively, or, in many cases, when they are...
Does Fear Prevent Salespeople From Executing Your Sales Plan?
Do you have those dreams? No, not the one where you become wealthy and can buy anything you want; the dream where you're...
Is it Good to Have Perfectionists on Your Sales Force?
The best thing about perfectionists on your sales force is that you don't usually have to worry about their administrative accuracy. Their emails, letters,...
Little League and the Sales Force – It’s more Than Trophies
It's Little League time in my neck of the woods. That means parades, six weeks of baseball games, practices, coaching and awards. The awards...
Money Motivated Salespeople a Dying Breed
That's right. Today, fewer salespeople are motivated by money, to such a degree that Objective Management Group (OMG) will eliminate the Money Motivated finding...
The Prospect Isn’t Talking with Any Other Salespeople
Have you ever heard that one before? It's not that this can't happen. Some people don't need to compare, talk with three companies, look...
Selling is Like Rocket Science Until You Do These 2 Things Well
We were in the designer furniture store where everything is made to order, takes 8-12 weeks and the price of a chair starts at...
Top 6 Factors for Killing a Sales Opportunity or Prospect
You have a prospect and things were moving along pretty well and now you can't get them back on the phone. Should you move on?…
Startups and the Dilemma of the First Sales Hire
When a company is ready to hire someone for its first sales role, they often face a big dilemma: Should it be a salesperson? Should…
Getting Deals Closed – End of Quarter Sales Gone Mad
In the 26 years that I've been helping companies grow and develop sales and revenue, I have rarely met with an executive for the...
Does Inbound Marketing Deliver Good Leads for the Sales Force?
Admit it. The thought of getting "found" by all of those new, interested prospects sounds really, really good, doesn't it? Dozens of targeted, quality...
Top 7 Sales Force Compensation Secrets
A reader asked an interesting question about the relationship between sales assessment performance and income. "If someone does well on the assessment but never...
The Effect of Momentum on the Sales Force
Momentum has a magical effect on salespeople. When salespeople are doing well, there is pressure on everyone to keep up, carry their fair share, compete,...
Sales Effectiveness – IDC and CEB Draw Conflicting Conclusions
The latest IDC Study says that of the customers who changed vendors last year, 65% did so because they either had a poor relationship...
The Myth of Sales Habits and Competencies
I get a kick out of the feedback we get from some veteran salespeople and sales managers after their first training sessions. We hear things...
How Many Peddlers Do You Have?
Last week our eight-year-old son had "peddler" on his word list. We asked what it meant and he quickly and nonchalantly replied, "someone...