Dave Kurlan
Dave Kurlan
Dave Kurlan is a top-rated speaker, the best-selling author of Baseline Selling, and a leading expert on Sales Team Performance. He was the founder and CEO of Objective Management Group, Inc., the leading developer of sales assessment tools and is currently the CEO of Kurlan & Associates, Inc., a global sales training and consulting firm.
Top 20 Reasons Why Sales Opportunities Don’t Close
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are...
How to Get Ready for Quota-Busting Sales Success
With the holidays in the rear-view mirror, we can reflect on the time-honored tradition of gift giving. Whether you’re someone who gives a single...
The Nutcracker and 3 Sales Competencies That Cause Low Win Rates
We attended Boston Ballet’s Performance of The Nutcracker again this year. We have been attending this performance, as a family, for nearly 23 years, a...
New Competency Has 10 Attributes for Post 2024 Sales Success
We use bromine instead of chlorine in our Hot Tub and I was looking at two options, one from Clorox and one from Bromiguard. ...
Getting Salespeople to Prospect When They Aren’t Prospecting
More than a dozen years ago, when I was coaching Little League, I had two kids on my 9-year old team that never made...
3 Keys That Determine the Length of Your Sales Cycle
In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much...
7-Steps to Achieve Sales Team Excellence
The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and...
Cold Reach Outs: Do Email and LinkedIn Work?
I last wrote about the efficacy of cold emails/LinkedIn Messages in February, when it was clear that immature AI and ineffective cold messaging weren’t...
Could Lost Deals Correlate with Sales Success?
The New England Patriots’ new head coach Jerod Mayo picked up his first win and loss in the first two weeks of the NFL...
Steam Vent Hack That Salespeople Can Use on Stalled Opportunities
When we were exploring the volcano in Hawaii, our tour guide showed us a simple hack that exponentially increased the amount of steam rising...
How Practice Can Increase Sales and Commissions by 33%
A friend just texted me from his Las Vegas hotel room and sent along a video of him and his son playing catch with...
Is Fred a Top Salesperson or a Horrible Imposter?
Was the Nissan Cube a good car or a bad car? Was it the dream vehicle that its designers imagined or the ugliest thing you...
How to Prepare for the Big Sales Presentation
Even if you don’t follow politics, you probably know that there is a Presidential Debate this Thursday evening. Both candidates are preparing for the...
10 Reasons Why You Can’t Outsell an Incumbent
It seems that nearly every time we (and our friends and colleagues) do business with a company, there is a problem and we must...
Time for Closing Arguments
In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week, the...
Pump it Up for Sales Performance
Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I...
Winning and Retaining Business When There is Competition
We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said...
Use Sales Scorecards Because People are Fickle
Brad Bolino provided a link to an Inc Magazine article about the Peter Principle. For their example, the author used salespeople who were promoted to...
Ominous Signs for Sales Teams and Baseball Can Help
The Hall of Fame catcher Yogi Berra is known for his many “Yogisms.” The one we are most familiar with is, “It ain’t over...
Baseball, The Toad and Coaching Unresponsive Salespeople
I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I...