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.
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,…
Selling Over Video – The Six Things You Must Do Next to Improve Your Look
At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting…
New Data – Most Sales Managers are a Disaster When it Comes to Coaching
When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem…
The Problem With Having Crappy Sales Managers
The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a…
The Correlation Between Milestones, Sales Process and Sales Success
The shit show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020,…
New Data Shows an Overlooked Finding Correlates to Sales Effectiveness
We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software…
The Crucial Step Missing from Most Sales Training Programs
Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that…
The Best Solutions for Hiring Great Salespeople for Your Company
Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections…
FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews
I don't really care whether or not you like, approve of, tolerate, or agree with President Trump and/or the issues he stands for. Doesn't matter…
15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we…
Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another
TToday we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly…
How to Achieve Sales Mastery – A Collection of Loosely Connected Paths
During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they…
The Real Reason Why So Many Salespeople are So Bad at Selling
Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks,…
One Thing Your Company Must Do Right Now to Increase Sales
Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt,…
10 Critical Best Practices for Your Sales Force in This Crisis
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products…
Companies Surprised by Unexpected Remote Selling Challenges
Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing -…
15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event
What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we…
3 Steps You Must Take Today to Save Your Company From This Economic Downturn
You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter…
New Data Reveals a Finding That Correlates to Sales Success
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a…