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.
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...
The Data: What Percentage of Salespeople are Really Coachable?
Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t...
Homicide Detective Makes Best Case for Sales Process
Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this...
Opportunity Blindness – What’s in Your Sales Pipeline?
What’s in your pipeline? Are the opportunities made of gold bullions or lumps of coal? Or both? This week, my team had two reactions to...
Whipped Cream! The Easiest Way to Lower Sales Resistance
Dinger had his second ACL surgery in the past five months. While his recovery is on par with the recovery from his September surgery,...
Sales Process for the Anti-Sales Process Crowd
Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those...
My Latest on Using Email to Book New Meetings
Using email to book new meetings sounds awesome. Unfortunately, it isn’t because it simply does not work effectively. In our house we seem to have...
Movie Contrasts the Best and Worst Salespeople
This makes two movie posts in a row! Last week I used Sound of Freedom to illustrate that companies don’t know what they don’t...
Coconut Flakes Help to Improve Sales Effectiveness
Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. My wife took me to a Vegan restaurant...
Apple Fritters and the 10 Keys to a Successful Sales Transformation
I’m not very useful in the kitchen until it’s time for cleanup. While I’m a grill master outdoors, meals that involve recipes, seasoning, marinating,...
How to Sell to Major Accounts That Love Your Competitor
Salespeople tend to take their best accounts for granted. They don't call as often as they should. They don't visit as often as they could. …
Milestones in the Sales Process are Like the Stones in a Wall
An ideal sales process has 4 stages, each with anywhere from 4 to 10 milestones that must be met in order to move to the…
The 10 Avoidable Things That Occur When Salespeople Don’t Talk about Money
The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all…
Sales Presentations to Big Companies – the Same as Political Theater
What really happens on presentation day? Theater. Salespeople validate what the individuals on the committee already believe to be true. If you're not the one…
How to Achieve Greater Sales & Sales Leadership Success
Salespeople need to be much better at prospecting instead of hiding behind emails and LinkedIn messages. They need to be better at the discovery call…
Three Recent Hurricanes Show the Path to More Effective Selling
A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week.…
What Relationship Builders Do Better Than All Other Salespeople
Last week, I posted an article on the Impact of Relationship Building Challenges in Sales. The article explored what happens to salespeople who are...
The Impact of Relationship Building Challenges in Sales
My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. Despite my enjoyment of the series, the theme song hit me…
My New Perspective on Sales Process and Methodology
We were at the Zoo when we came upon the monkey in the picture. He was holding on to the chainlink fence with both hands…
When Do Follow Up Calls Add Value
Salespeople tend to fall into one of three groups when it comes to following up: The post When Do Follow Up Calls Add Value appeared…