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 Sales Compensation Plan from Hell and How to Improve It
Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table…
Data: The Top 10% of All Salespeople are 4200% Better at This
My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact…
Follow This Advice to Schedule More Meetings and Spend Less Time Doing It
Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so…
Siri Can’t Help You Close the Deal but Doing These Three Things Can!
When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the…
Why More Salespeople Are Being Recommended for Difficult Selling Roles
We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties,…
The Bob Chronicles Part 5 – Bob Can’t Win This Argument Over a Sales Core Competency
Most of us have strong passion in support of our own beliefs and opinions and the degree to which we are willing to embrace the…
A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win
We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a…
8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since…
Will Salespeople Travel or Continue to Work Remotely in 2022?
May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought...I went to the grocery store…
Crappy Salespeople and Lack of Urgency Alignment – The Bob Chronicles Part 4
We shouldn't discuss that time you were in a meeting when, without warning, you had about 10 seconds to get yourself to the nearest restroom…
How to Become More Successful One Day at a Time
You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy…
How to Get Your Audience to Fall in Love Your Virtual Event
Do you remember April 1, 2020? The entire world was in lockdown and at Objective Management Group (OMG) we had just ten days to figure…
Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles – Part 3)
Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about…
Why Sales Transformation Achieves Better Results Than Sales Training Alone
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent…
New Movie Has 3 Great Lessons for Salespeople and Sales Managers
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the…
The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the…
How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another…
The $225,000 Selling Mistake Most Salespeople Make
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories…
There is More Than One Type of Bias in Hiring Salespeople
Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it…
Data Shows That Your Sales Team is No Different Than Your Lawn
I just love it when our lawn looks gorgeous - thick, lush, and green, green, green. Getting it looking that good requires fertilizing, aerating, thatching,…