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.
10 Attributes of the CEO Who Drives Sales and More
I had two conversations that were in stark contrast to one another. The first was with an executive who told me that the company must...
10 CEO’s and the Impact They Have on Their Sales Forces
Just like the salespeople who work for them, CEO's come in all different sizes, shapes, styles and flavors. As you can imagine, those variances...
Improve How Your Sales Force Sells by Phone
Getting salespeople to recognize how badly they sound and how ineffective they are when selling on the phone isn't easy. And just so you...
Professional Sales and the All-Star Jazz Performance
One of the most amazing musical performances I ever witnessed took place about 9 years ago in New Orleans. We had front row seats...
How to Refine Your Sales Candidate Pool and Selection Criteria
When you are in the process of recruiting salespeople, there are a number of KPI's you can track to reveal how effective you are...
How to Close the Deal that Your Salespeople Can’t Close
Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn't close. This is followed by, well,...
Sales Coaching is Like Baseball – How do You Rate?
Where are you when it comes to the all important topic of Sales Coaching? I'm in the middle of training several sales management teams on...
Case History – Sneak Preview of a Sales Candidate
It never ceases to amaze me when clients receive nasty-grams from sales candidates who are - let's call it put-off - by the client's...
How You Can Get Your Salespeople to Do What They Don’t
I always said to myself that if I could apply the same discipline I applied at work to my eating and my golfing I...
Recruiting Strong Salespeople – The Sales Candidate Pipeline
Recruiting Salespeople - again? Yes. I cannot write enough about this! But, as usual, I'll address recruiting from a slightly different perspective this time -…
Bench Strength – The Key to Replacing Salespeople
Earlier this summer I wrote about how the Red Sox are decimated by injuries. It's not so much that they have 11 starters on...
Sales Force Compensation – X Marks the Spot
Salary or Commission? Many small businesses can't decide and most companies don't believe they can afford the salespeople they wish to hire. The biggest variable...
More Sales Coaching Leads to Accelerated Growth
Do you believe in reincarnation? If you do believe, you'll love Soul Survivor: The Reincarnation of a World War II Fighter Pilot. If you don't,...
This One Tip Helps Salespeople Close More Business
When attempting to close sales most salespeople have a tendency to use either a good/better/best, option A/option B, or price 1/price 2 method of...
Sales Just Can’t be This Easy…Can it?
Back in 2008, when Tom Peters claimed that women were better salespeople than men, I posted this article and looked at the data to...
Which Salespeople Use Bad Judgment and Burn Bridges?
You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. ...
Top 5 Sales Recruiting Observations of 2010
If you follow this blog you know that recruiting salespeople is an often repeated topic, albeit from many different angles. Today, I'll make some observations...
5 Advantages That Overcome Inequities on the Sales Force
Inequities are the things that aren't fair and that don't happen to everyone. Take the Boston Red Sox for example. If you don't follow them,...
Rejection Proof – The Science Behind Success in Sales
Everyone knows that selling has a side to it that includes getting rejected so why do: salespeople who are afraid of rejection enter sales in...
Overcome Call Reluctance – Get Your Salespeople to Prospect!
I am reading Dan and Chip Heath's new book, Switch - How to Change Things When Change is Hard. One of the studies they...