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Dave Kurlan
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Dave Kurlan

Dave Kurlan is a top-rated speaker, best selling author, successful entrepreneur and sales development industry pioneer. The founder and CEO of the Objective Management Group, Inc., the leading developer of sales assessment tools, headquartered in Westboro, Massachusetts. He is also the CEO of Kurlan & Associates, Inc., a leading sales force development firm. He has 3 decades of experience in all facets of sales development, including consulting, training, coaching, selection, strategy, systems, processes, and metrics.

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The Most Successful Negotiation is The Negotiation That Isn't Needed

The last few years it seems that each time it snows, even a little, they cancel school.  Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? 

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A Tale of 3 Squirrels and Their Human Counterparts in Sales

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing...

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Sales Process and Why So Many Salespeople Lose Their Way

Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.

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How All Those Trucks on the Road Can Help You Stop Discounting

We've been doing a lot of traveling this summer to baseball tournaments (20-second video showing how one playoff game ended), college baseball showcases and back. During these travels, one thing has become abundantly clear. Trucks and construction. Lots of trucks. Lots of construction. Lots of congestion on the roads because of all those tractor trailers.

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How Big of a Role Does Age Play in Sales Effectiveness?

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

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How to Transform Your Sales Pipeline Today

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

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How to Know if You Are You Really Selling Consultatively

Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.

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How to Magically Move Prospects into a Buying State of Mind

Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.

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Data Reveals the Second Biggest Obstacle to Closing More Sales

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.