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.
The Difference Between Good and Bad Sales Coaching Questions
When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started. Here...
What Are Sales Intangibles?
Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things; Their performance...
Can Music Make Your Sales Force More Effective?
The Beatles? Revolution? Yes, when I listen to the radio or my iPod, certain songs take me right back to the time...
Case History – Read the Latest Sales Assessment to Come to Life
And now it's time for our regular segment on Assessments That Come to Life! While nearly every assessment comes to life when we...
Who Cares More – Sales or Marketing?
It all depends on the parameters. I'll list a dozen or so items that both sales and marketing should care about and provide...
Sales Performance – Does it Correlate with First Impressions?
Last week I interviewed 16 candidates for 4 positions for 3 clients. The interviews took place either by phone, high definition video conference,...
You Coach But Do Your Salespeople Follow Through?
Has this ever happened to you? A salesperson asks for your advice and it's opportunity specific, important, and time sensitive. You schedule a time to…
Sales Managers Don’t Have to be Like Meteorologists!
Last week I posted an article about the similarities between Meteorologists and Salespeople. This morning, while watching the recap of our latest snowstorm...
How Four Variations Influence Sales and the Way People Make Decisions
Over the past week or so there has been a terrific discussion on the Sales Executives Group on LinkedIn that drew an unusually spirited...
Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
Value Added Selling is a wonderful thing - sometimes. First there is the difference between saying you are a value added whatever, then there is...
What Meteorologists Have in Common with Salespeople
If you reside in an area where it snows during the winter, you'll love this analogy. If you live where it is mild...
The Sales Force and Beyond – Customer Impressions
Yesterday I used National Car Rental's VIP program for the first time. There wasn't any obvious signage directing me to the car...
Death Defying Sales Calls – Don’t Get Run Off the Road
I was driving to the airport at 4:30 AM when I passed a tandem tractor trailer - 2 18 wheelers hitched together. You...
How Much Crap Do You Put Up With From Your Sales Force?
As much as this title resonates for most of you, your salespeople will probably ask, "Are you kidding me? It should say, 'How much...
Did Your Salespeople Choose to Be in Sales?
Even if you reviewed as many resumes as I do each week you might not notice this: Most sales candidates did not have...
Dicing, Shoveling and Training Salespeople
From time to time over the past 4-5 years I have written about our son and the similarities between him and salespeople who are...
Top 3 Sales Lessons from Tchaikovsky’s “The Nutracker”
If you attend a performance of the Nutcracker or simply listen to some of the suite during the holiday season, one of the selections...
Prediction for Your Company’s Sales Force in 2011
10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday's Top Sales Awards event. They include legends, both living...
Top 3 Steps to Successful Sales Force CRM Implementation
Earlier this week, I was asked to recommend books or articles that would drive a successful CRM implementation. They had already chosen Landslide...
How Christmas Gift Giving Mirrors the Ideal Sales Process
You just finished selecting and wrapping the Christmas gifts for your significant other, parents, children or grandchildren. Normally, you would place the gifts that...