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.
I am often accused of writing about the nuances, science, complexities, and advanced concepts of sales force management and selling. Shoot me. Guilty as...
I finally read Malcolm Gladwell's great book, Outliers: The Story of Success, where he relates the histories of some wildly successful and unsuccessful stars...
Subscriber Ken Lesser pointed me to this recent Harvard Business Review article. Their observations of 800 salespeople weren't significantly different from Objective Management...
Your salesperson asks his prospect a question like, "Does that make sense?" and his prospect replies, "Sure." Feeling relieved that his explanation was successful,...
By now most executives understand the role and importance of questions in the sales process. More questions? Okay. Better questions? Sure. Tougher questions? Makes sense.…