Art & Science

of complex sales

Topics

Dave Kurlan, Objective Management Group
Articles by

Dave Kurlan, Objective Management Group

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.

Back to all articles

Read the article

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.

Read the article

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.

Read the article

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.

Read the article

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.

Read the article

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.

Read the article

An Easier Way to Coach Salespeople - For a While

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.

Read the article

Speed Limits, the Flow of Traffic, and Sales Pipelines

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

Read the article

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

Read the article

Finally! Science Reveals the Actual Impact of Sales Coaching

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!