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.
Election Day – Like Decision Making Day for a Sales Opportunity?
November 2 is Election Day in the USA when the candidates, along with the rest of us, learn who the big winners will be. ...
When Agreement is Really Disagreement – Happy Ears for Salespeople
Your salesperson asks his prospect a question like, "Does that make sense?" and his prospect replies, "Sure." Feeling relieved that his explanation was successful,...
Can Your Salespeople Sell More Effectively by Asking More Questions?
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.…
My Sales Process, Strategies and Tactics in Your Voice
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone. There is just...
The Impact of Coaching Salespeople and Sales Managers
Yesterday I presented at the Sales EdgeOne Three-Day Sales Summit and my co-presenter, Donal Daly, cited a statistic from Gallop: Organizations that use coaches...
Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
Here's an interesting comparison for you. Two cllient companies are on the exact same sales development time line. (Same time line but separate from each...
New Tools Make it Easier to Book Sales Meetings
Tools are becoming a more important part of the sales infrastructure and there is no shortage of them. With so many sales tools available...
The Relationship Between the Relationship and the Sales Outcome Part 2
Yesterday I wrote about the Importance of the Relationship to the Sales Outcome. I was asked to talk more about how the elite (top...
Why the Relationship is So Important to the Sales Outcome
Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like...
The Single Biggest Mistake that Salespeople Make
Ask 10 people and you'll get 10 different answers about the biggest mistake that salespeople make. Ask the question a bit differently and I...
How Obama, Dan Pink, The Heaths, Steinbrenner and Kurlan Might Prepare Your Sales Force for Change
I was up against the time, as 6:30 AM had arrived prior to the end of my article. That's how it was yesterday when...
Preparing for Sales Training – Becoming Change Ready
I just took a talented group of salespeople through three days of training. Perhaps you've been in a situation just like that at some...
Do Your Salespeople Have to Give Up Control to Their Prospects?
I just read Why Won't Anyone Return My !*#@$% Call by Don Fornes over at the Software Advice Blog. Don's read of the current...
10 Sales Personalities and How to Manage Them
My regular readers know that when it comes to evaluating the sales force or assessing sales candidates, I have no use for personality assessments. ...
The Search for Perfection – How it Can Ruin Your Sales Efforts
Sometimes perfection is good but sometimes there is a strange dark side. First the good and then, in the fifth paragraph, I'll share the...
Rod Stewart and Barry Manilow Could be Your Veteran Salespeople
Admit it - you're intrigued imagining how I'll connect this post to selling. Barry Manilow dominated the 70's with hits like "I Write the Songs"...
Is $100,000 a Lot of Money? What Would Your Salespeople Say?
$100,000 is a ton of money. $100,000 is peanuts. Your perspective makes all the difference. Suppose I told you that I could double your revenue…
Salespeople Become More Effective Part 2
Yesterday's article discussed the possibility for salespeople to develop weaknesses AFTER being assessed and during the period of comprehensive sales training, coaching and development. ...
Salespeople Become More Effective But Can They Become Worse?
Objective Management Group (OMG) provides Progress Evaluations to determine how much improvement has taken place during the period of time since an individual or...
The Whiners – Salespeople Who Get Your Attention
Don't you hate whiners? These are the people who complain, rationalize and criticize EVERYTHING. There is some criticism that is warranted, justified, needed and...