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Sales Assessment Expert - Dave Kurlan

Sales Assessment Expert  - Dave Kurlan
Sales Assessment Expert - Dave Kurlan
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).

Contact Information

Phone: 800-221-6337



Address: 114 Turnpike Rd., Suite 102, Westborough, MA 01581, USA

Sales Assessment Expert Videos
Dave Kurlan on Role Models
Dave Kurlan at Inc. Magazine Conference
Baseline Selling by Dave Kurlan
Dave Kurlan on Turnover
HubSpot Customer Case Study
Dave Kurlan on Pipeline
Dave Kurlan on Margins
Dave Kurlan on Overachievers
Hiring the Right Candidates

"Excellent presentation very impressed." Thomas J. Hawke, Carpenter Hawke & Co., LLC

"Very informative, especially around topics of recruiting and Top 5 points of great sales management. Excellent!" Jack Courtney, VP Sales, Progressive Gourmet

"I wanted to thank you for the excellent job you did at the Executive Luncheon last Wednesday. Your presentation definitely allowed me to open my eyes and mind into different aspects of selling, recruiting, and even see weaknesses as well as strengths in myself. " Salvatore Migliaccio, Director of Sales, Basket Impressions

"I have NEVER heard such a well-thought out, logical, concise, yet all-inclusive, presentation of how to organize, hire, train, and manage a sales team in my 24+ year career. I definitely want to meet with you and to act on what I've heard." Keith Crownover, CEO, Delta Health Technologies

"That was really useful information and he was clearly one of the best presenters I ever heard." Alice Clark, State College PA.

Sales Assessment Expert Credentials
Sales Assessment Expert - Inc. 5000 OMG was named to the Inc.5000
Sales Assessment Expert -  Business Week Dave Kurlan talks with Savvy Selling columnist and podcast host Michelle Nichols about using what you know about baseball to sell more.
Sales Assessment Expert - Article Featuring OMG in Selling Power - Hire Right
Sales Assessment Expert - Inc. Magazine Article Featuring Dave Kurlan in Inc. Magazine "Psyched Up or Psyched Out"
Sales Assessment Expert - Sales & Marketing Management Magazine Article Featuring Dave Kurlan in Sales & Marketing Management Magazine "Motivating Matters"

Sales Assessment Expert Customers

These are just some of the well-known companies that have used the Dave Kurlan Sales Force Profile to screen their sales candidates and/or evaluate their existing sales forces.

Sales Assessment Expert - agway.jpg (1613 bytes)Sales Assessment Expert - Home EnglishSales Assessment Expert - anthem.jpg (1508 bytes)Sales Assessment Expert - Acordia.gifSales Assessment Expert - The Hanover Insurance Group Sales Assessment Expert - Carrier A United Technologies CompanySales Assessment Expert - Merrill Lynch.jpg (3056 bytes)Sales Assessment Expert - NY Life.jpg (1273 bytes)Sales Assessment Expert - Oracle Sales Assessment Expert - Suburban PropaneSales Assessment Expert - SYSCO logoSales Assessment Expert - Time LogoSales Assessment Expert - tektronix.jpg (1298 bytes) Sales Assessment Expert - trane.jpg (1434 bytes)Sales Assessment Expert - RR DonnelleySales Assessment Expert - Pella Sales Assessment Expert - Prudential.jpg (1699 bytes)Sales Assessment Expert - Pentax WorldwideSales Assessment Expert - OtisSales Assessment Expert - New Horizons.jpg (1939 bytes)Sales Assessment Expert - Minolta Sales Assessment Expert - Lucent Technologies, Bell Labs InnovationsSales Assessment Expert - HoneywellSales Assessment Expert - gte.jpg (1549 bytes)Sales Assessment Expert - KeyBank Sales Assessment Expert - Farmers InsuranceSales Assessment Expert - ge.jpg (1353 bytes)Sales Assessment Expert - cigna.jpg (3141 bytes)Sales Assessment Expert - bcbs.jpg (8598 bytes)Sales Assessment Expert - View Your Wells Fargo Accounts Sales Assessment Expert - Stanley Sales Assessment Expert - Sun AmericaSales Assessment Expert - Toyota

Dave Kurlan's Books
Sales Assessment Expert - Mindless Selling Mindless Selling is not another book filled with sales methodologies, moves, objection handling techniques, or one-liners. If that’s what you want from a sales book, they are in plentiful supply, easy to locate, and they are all quite wonderful. Mindless Selling looks at many of the reasons that techniques--old and new alike--don’t change results. This book looks at the powerful, hidden weaknesses that get in the way and cause paralysis. Mindless Selling explains why salespeople already know what to do and say but are often unable to execute what they know. Through stories and case histories, the reader will learn exactly what differentiates a sales stud from a sales dud. Not techniques but hidden weaknesses. The reader will learn how, with specific instructions, exercises and additional reading material, to overcome them once and for all. You'll love the stories and especially the rules of the part game, part sport, that will eventually make selling mindless for you. Learn More
Sales Assessment Expert - Baseline Selling Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested". They'll sell at higher margins by using the "Rule of Ratios". Their closing percentages will improve dramatically as they implement the simple Inoffensive Close". Salespeople selling commodities, struggling to differentiate themselves, will love "Commodity Busters" and every salesperson will be able to shorten their sell cycle by "Taking a Lead". Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the "sales bases" without over-complicating the process. Learn More

Sales Assessment Expert Blog
Sales Assessment Expert Blog Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you assess sales effectiveness, execution and potential. Click to read the blog.

Sales Assessment Expert White Paper

Click here to Download Dave Kurlan's breakthrough White Paper on The Modern Science of Salesperson Selection .  Dave's years of research, development, process, application, and client successes are very apparent in this study.  This will change your sales recruiting process forever!

Sales Assessment Expert Articles
The Holidays are a Great Metaphor for Sales Success
Small Business Thinking in a Fortune 100 Sales Force
8 Question Sales Quiz Malpractice
How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
How to Turn Around Flat or Declining Sales Revenue
Putting The Secret to Work for You
10 Obstacles That Most Salespeople Cant Overcome
Sales Process is to Religion as Sales Methodology is to Prayer
Is it Good to Have Perfectionists on Your Sales Force
The Former Car Salesperson That Didnt Know Why He Failed
Top 5 Sales Recruiting Observations of 2010
When Salespeople Perform Poorly on OMGs Sales Assessment
Misleading Statistics and Hiring the Wrong Salespeople
Sales Assessment Comparison Objective Management Group vs Devine
How Your Salespeople Can Eliminate the Competition
When Sales Leaders Dont Lead With Their Strengths
Benchmarking Salespeople Sounds Great but Has Many Flaws
Caliper vs OMG Which Sales Candidate Assessment Wins
The Difference between Motivation and Commitment
6th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
Put on Your Helmet 3 Tips for Selling in this Economy
Another Sales Assessment Takes on OMG What Does it Reveal
Overcoming No Response and Negative Response
Are Your Sales People Jerks or Just Different From You
Compromises in Sales Candidate Assessments Compromise Revenue
How to RampUp New Salespeople in 90 Days
Latest Research on Personality Assessments for Sales Selection
Will Gifts Get Prospects to Return Calls from your Salespeople
Free Sales Hiring Mistake Calculator
Personality Assessments for Sales The Definitive Case Study
Survival of the Fittest on the Sales Force
Salesperson ROI How Long Must They Stick to Pay Off Part 1
Why Salespeople Cant Move the Conversation Away from Price
Is This an Example of Succeeding or Failing at Inside Sales
Topgrading Pros Cons and Sales Assessments
The Pros and Cons of Hiring Green Salespeople
The Difference Between Selling to Negotiators and Selling to Price Shoppers
The Difference Between Good and Bad Sales Coaching Questions
Recruiters Fear Sales Assessments
Effective Selling Cant Occur Until Salespeople Perfect This
The Difference Between Provocative Selling and Baseline Selling
Your Salespeople Cant Even Do That
How Many Salespeople Shouldnt Be in Sales
Managements Guide to the Top 10 Differences Between Sales Winners and Losers
Top 10 Differences Between Sales Winners and Losers
The Sales Force with Over Achievers Who Dont
10 Steps for Your Sales Force to Survive and Thrive in the Recession
Creating a Sales Culture
Dell Resorts to Questionable Sales Tactics to Drive Revenue
Kindle Lessons Applied to the Sales Force
The 1 Top Key to Keeping Salespeople Motivated Revealed Here
Will Salespeople Take a Straight Commission Job
Is There a Lack of Clarity on the Current State of Selling
Is Your Sales Model Effective Know Your Salesforce ABCs
Is $100000 a Lot of Money to You
Controversial Best Time For Salespeople To Fill Their Pipeline
Can Sales Assessments Actually Predict On the Job Sales Success
5th of the Top 10 Kurlan Sales Management Functions
Sales Assessment Completion Time May Affect Validity
Exposed Personality Tests Disguised as Sales Assessments
Top 15 Ways to Grow Sales When Sales are Down
Now That You Have a Sales Process Never Mind
Why Salespeople Have Trouble Closing
How Does the Salesperson Affect Price Shoppers and Negotiators
FREE Salesforce Grader Tool
The Whiners Salespeople Who Get Your Attention
Prospecting Trends for the Sales Force
Why is Selling So Difficult
More Than Half of All Sales Managers Should Consider
Half of All Sales Managers Should Consider
Did Your Salespeople Choose to be In Sales
Top 5 Reasons Why the OMG Sales Assessment is More Predictive
The Essence of Sales Effectiveness
10 Reasons Why Sales Commitment Has Become More Important
Who Makes a Better Salesperson Men or Women
Maximum Effort is the Key to Sales Success
Can the Right Music Motivate and Improve Sales Performance
Present Like a Rock Star
Best and Worst Questions for Salespeople to Ask
Could it Really be The Death of SPIN Selling
Are Inside Sales and Consultative Selling Mutually Exclusive
Is Selling Difficult or Easy It All Depends on Your Definitions
12 Questions About Your Sales Process
Rejection Proof The Science Behind Success in Sales
Sales Strategy and Tactics Thoughts from the Super Bowl
Salespeople Must Stop Snorkeling and Start Scuba Diving
Sales VPs and Marketing VPs Should the Roles be Combined
How the Right Sales Leader Can Turn Around Sales Performance
What Sales Leaders Dont Know about Ego and Empathy
Success Factors for a Sales Training Initiative
Five Lessons Learned from the 8 Figure Sale
Sales Process Top 10 Reasons Why Sales are Lost
When Should You Use a Telemarketing Firm to Schedule Sales Calls
5 Ways to Motivate Your Salespeople
Kurlans Law of Increased Sales Effectiveness
Solving the CRM Problem
Rejection Why it is the 1 Enemy in Modern Selling
How Do Sales Professionals Stay Motivated
The Difference Between Consultative Selling and Consultants
Social Selling Im a Proponent Not a Detractor Look at The Stats
The Real Impact of Coaching Your Salespeople Sales Managers
Top 3 Sales Lessons from Tchaikovskys The Nutcracker
Finding New Business and Sales
Top 6 Factors for Killing an Opportunity or Prospect
Identify the Perfect Salesperson for your Sales Force
Top Producer Top Salesperson or Good Account Manager
Case History How Not to Hire Salespeople
Top 5 Sales Management Best Practices
Managing Distractions A Key to Sales Success
3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring Process
A Rare Paragraph or Two About Making Successful Sales Presentations
Data Points Tell a Story Prospects Buy Happy Endings
The Top 5 Factors That Predict Sales Turnover
Ten Ways to Drive Sales
Motivating Your Sales Team Secrets to Success
Sales Force Compensation X Marks the Spot
Getting Your Calls Returned
Sales Coaching The Big Differentiator
Harvard Business Review Blog Off Target on Sales Greatness
Motivating Your Unmotivated Salespeople
How to Go From Dud to Stud in 30 Days
The Search for Perfection How it Can Ruin Your Sales Efforts
Many Recruiters Fear Sales Assessments
Sales and Selling Which Has Evolved More
Reference Requests for Salespeople
10th of the Top 10 Kurlan Sales Management Functions
Sales Statistics That Reveal Sales Effectiveness
180 and 360 Degree Assessments for the Sales Force
Anatomy of the Worst Sales Call Ever
Real Live Coaching Call Coaching Salespeople
Real Live Coaching Call Coaching a Salesperson
The Prospect Isnt Talking With Any Other Salespeople
Just How Important is Preparation to Sales
Improve Sales Performance with More Effective Pipeline Management
How to Refine Your Sales Selection Criteria and Candidate Pool
Top 5 Reasons You Dont Get More Strong Sales Candidates
The Biggest Mistake Executives Make about their Sales Force
How to Be Memorable Things to Do When You are Selling Yourself
Sales and Sales Leadership Lessons from Lou Piniella and the Umpire
How New Salespeople Struggle
10 Sales Personalities and How to Manage Them
When are Salespeople Too Old to Sell Effectively 10 Conditions
What is the Most Difficult Part of the Sales Process
Personality Tests Sales Candidate Selection How Tests Measure Up
Get Out of the Way and 8 Tips for Sales Success
Avoid Mistakes Take Action Overcome Resistance
The Enemy in Sales
Case Study Which Sales Approach is Really More Effective
Sales 20 Conference The Huge Sales Blitz and Sales Processes
Consultative Selling Commitment and Training Like Oil Water
Best Sales Strategy for Your Company
Fact Based Reasons Why New Salespeople Fail
How Can Strong Salespeople Lack Desire for Success
How Much Crap Do You Put Up With From Your Sales Force
What Makes You Think You Have a Sales or Recruiting Process
Call Reluctance Causes Factors and Predictors
Change Ready Companies Experience Faster Success in Sales Development
The Importance of Pride Self Esteem and Confidence in Selling
Professional Sales and the AllStar Jazz Performance
Why You Should be Scared When Your Salespeople are Closing Lots of Business
Sales Resistance and the Recession 7 Steps to Turn Prospects Around
Top 3 Mistakes Companies Make When Hiring Sales Managers
The Other Rejection How Salespeople Struggle to Cope
How to Get Business to Drop Out of the Sky
Why Corporate Sales Training Often Fails to Deliver Results
Your Next Sales Candidate Looking for The One
Sales Improvement and Raquetball
Double Article Sales Pipeline Nazi Get Forecasts Right
College Basketball vs the Pros Sales Management Selling
Salespeople Must Use Embrace Lifes Most Embarrassing Moments
Actual Coaching Call Use it to Coach Your Salespeople to Success
Top 4 Questions 2 Words of Advice about Sales CRM
Do Salespeople Leverage the Ideal Moment in the Buying Process
2 Biggest Mistakes Companies Make with Sales Candidates
Trust in Selling is Becoming More Important Than Ever
Sales Training Handling No Responses and Negative Responses
Personality Assessments They Still Dont Get it
Selling is Like Rocket Science Until You Do These Two Things Well
Seth Godin Reinforces the Proper Sales Process
What Would You Do Sales Force Attempts to Maintain Status Quo
Are You Any Good at Evaluating Sales Talent
Top 10 Outcomes When Salespeople Screw Up Selling Value Added
But Im a Sales Guy The Story of Motivation and Compensation
Some Truths You May Not Like About Relationship Selling
Which Salespeople Use Bad Judgement and Burn Bridges
10 Types of Sales Advisers and How to Choose the One Thats Best For You
Sales Education New Events Articles and Books
Terrific New Sales Management Book
Why OMGs Sales Candidate Assessments Cant Help These Companies
A Toasted Bagel and Five Minutes to Understand the Impact of Sales Training
How Many Sales Candidate Assessments Does it Take
World Series Super Bowl and the Sales Force The Rallying Cry
Finding New Business Sales Part 2 How its Done
How to Run a Killer Sales Incentive Contest
What Does it Take to Become a Sales Manager
Sales Assessments vs Personality Assessments Episode III The PHDs Strike Back
Top 25 Prerequisites for Successful Sales Training and Development
Missing on the Secrets to Developing Successful Sales Managers
Disagreement Over Sales Leadership Best Practices
Great Salespeople Can See the Pixels The Rest Watch the Movie
Top 10 Sales Leadership Tips From 2013 So Far
A Different Look at Sales Compensation
Why Most Sales Training Doesnt Work
Ultimate Comparison of Top Salespeople to Salespeople Who Fail
Everyone has a plan Some plans are better than others because they contain all or most of the necessary steps and sequence them in an appropriate order Most plans have gaps where steps should be and the sequence doesnt lend itself to success One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND
The CEO Who Needed to Hire Salespeople
Filling the Sales Pipeline Whos to Blame
Do You Need Your Salespeople to Love and Respect You
Sales Effectiveness by Borrowing from Best Ball Golf Tournaments
Mall Cop The Sales Example
Surprising Statistics from the Sales Force Grader
How Selling is Just Like Driving a Car
1st of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
Sales Lessons from Baseballs 2013 World Series
How To Close the Big Sales That Are So Difficult To Close
What is the Best Sales Model for Your Sales Force
Anatomy of a Million Dollar Producer
Footballs Pitch Count and the Connection to the Sales Force
Selling in the Recession
The Great Migration to Inside Sales Will You Get it Right
Sales Selection Experiment a Must Read Case Study
6 Keys to Make All Sales Calls Easy Sales Calls
Impact of Sales Process versus Sales Coaching
Getting Excited About New Sales Opportunities
Inc Magazine Gets it Wrong on Consultative Selling
Right Salespeople in the Right Roles and the Right Seats
The Single Biggest Mistake That Salespeople Make
When You Dont Find Compelling Reasons to Buy
Sales Execution What Should You Pay Attention to
Is Showmanship a Lost Art in Selling
3rd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
What are Reasonable Sales Management Expectations
Chinese Salespeople May be the Next Group to Outsell Your Salespeople
9th of the Top 10 Kurlan Sales Management Functions
How to Achieve Consistency on the Sales Force
Now How Can You Motivate Your Salespeople
How to Close the Deal Your Salespeople Cant Close
Sales Calls are Like the 1978 AL Playoff Game
Effect of Optimism and Commitment on the Sales Force
Dell The Economy Their Sales Force and You
10 Best Sales Force Articles That You Probably Didnt Read Yet
Pick Yourself Up and Dust Yourself Off
What Happens When You Try to Hard To Sell
Salespeople Arent Made of Glass
Why Doesnt Sales Methodology Get More Attention
Lost Sales Deals and Accounts Fairy Tales or Dragnet
Why Was the Sales Forecast So Unreliable
Stop a Sales Slump in its Tracks
Why the Relationship is So Important to the Sales Outcome
What Percentage of Sales Candidates are Worthy of Being Hired
Do Your Salespeople Build or Lose Credibility
Does Your Sales Force Look Like This
Landing the Candidate You Want
Will Your Salespeople Change Behaviors to Improve Their Effectiveness
10 CEOs and the Impact They Have on their Sales Forces
When Sales Goals Change but Behavior and Results Dont
Why Do So Many Salespeople Fail to Make Quota
Salespeople as a Dreaded Virus
Sales Preparation How Successful Salespeople are Different
Harvard Business Review Hit and Then Missed the Mark on Sales
Scare Yourself Successful
Top 10 Reasons Why Salespeople Let Price Drive the Sale
10 Tips for Hiring Salespeople for Your Company
Global Warming Social Selling and The Sales Force of Tomorrow
Maximum Smart Supports Maximum Effort for Sales Success
Can We Really Get Salespeople to Change
Sales Management Best Practices Are Top Salespeople Challengers
Sales Management Eagerness vs Resistance
Targeting Sales Opportunities The Hidden Truth
Who Cares MoreSales or Marketing
10 Sales Competencies of Steve Jobs
Best Example of ValueAdded vs Commodity Selling
What Happens When Salespeople Dont Meet Expectations
Basketball and the Difference Between Sales Studs and Sales Duds
Money Motivated Salespeople are a Dying Breed
Top 10 Kurlan Sales Articles of 2013
Sales Appointments to Sell Free Services
Top 10 Rules for Getting Your Salespeople to Follow Your Sales Process
Differentiating Pricing Strategy From Selling Strategy
The Sales Manager and The Ice Cream Man
The Future of Selling
Is the Concept of Sales Process Really Antiquated
Highly Successful Salespeople Cant Remember What They Say
Baseballs General Managers versus Business Sales Managers
What Is the Makeup and Function of the Ideal Sales Force
Challenges Dont Always Require a Complete Sales Force Makeover
The Law of Opposites Does This Description of Salespeople Offend
Born to Sell Give me a Break
10 Tips for Great Keynotes and Better Sales Presentations
Great Sales Management Advice from Footballs Greatest
Tom Peters Sales Excellence
Getting Excited About Sales Metrics
Sales Traditions and Rituals Theyre Not Just for December
What is Maximum Effort on the Sales Force
Why Did The Move from Inside to Outside Sales Take So Long
With Blown Call Jim Joyce Succeeds at a Sales Core Competency
Are Lack of Results Due to the Salesperson or the Company
7th of the 10 Kurlan Sales Management Functions
What we Think About Sales Motivation is All Wrong
When Sales Coaching Best Practices and Books are Ignored
Top 10 Kurlan Sales Management Functions Whats Missing
10 Steps to Create More of a Sales Culture
New Tools Make it Easier to Book Sales Meetings
Bench Strength and a Hard Driving Sales Force
Opinion Why Sales Win Rates Have Reached an AllTime Low
Quote 85 Less Close 300 More
Sales Leaders Got These Issues All Wrong
Does Changing Compensation Increase Sales
The Role of Preparation in Developing Top Salespeople
Some Executives and Their Egos
Your Top Five Accounts Where Do They Come From
Study Says to Highlight 3 Features in a Sales Presentation
Sales Force Evaluation How to Deal with Push Back from Your Employees
Sales Force Development Raising Sales Competencies
Managing the Sales Force The Calendar
How Shake Up Calls Improve Sales Performance
Improve Sales Competencies with the Blues Brothers
Major Account Sales Finding the Chauffeur
Hiring Salespeople Poor Phone Interview Comes to Life
Focused Sales Efforts Temporarily Improve Sales Competencies
Golf School Lessons for the Sales Force
Is a Lost Sale Better for Salespeople Than a Win
Sales Coaching Are Sales Managers Any Good at This Function
Take Empathy Out of the Sales Hiring and Selection Process
Top 10 Ways to Drive Sales
Sales Manager Resigns After Reading Assessment Results
The Challenge of Developing Sales Engineers
New Salespeople Realistic Expectations
Another of My Keys to Sales Success
How Dell and Apple Use Customer Service as Their Sales Force
Get Your Sales Force to Perform Magic and Make Sales Appear
Top 10 Ways Salespeople are Selling in the Dark
Insider Opinion Why Sales Experts Cant Agree on Anything
Top 20 Requirements How Salespeople Can Be Better at Closing
Sales Candidate Shortage More Proof That Sales Isnt Dead Yet
1st of the Top 10 Kurlan Sales Management Functions
Turning Order Takers into Salespeople
How Can Anyone Spend That Much Time on Sales Coaching
Can Sales Candidate Assessments Drive Results
Top 4 Reasons Salespeople Struggle to Reach Decision Makers
The Sales Assessment that Dave Kurlan Developed
New Metrics for the Sales Force Unusual Thoughts for Unusual Times
The New Way to Train and Develop Sales People Does it Work
How Frequently Does Fear Play a Part in Sales
Top 5 Sales Leadership Articles of 2013 So Far
5th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
Improve Sales Effectiveness at the Salespersons Hall of Fame
Increase in Social Selling Yields No Improvement in KPIs
The 5 Keys to Effective Sales Coaching and Results
Sabermetrics for Sales Leadership Projecting Sales Revenue
Are You an Eagle or a Vulture
Sales Force Motivation Learn from the Red Sox Miraculous Comeback
10 Sales Coaching Examples One Size Does Not Fit All
Why Most Companies are Struggling to Grow Revenue
How to Find More Sales Opportuntities without Cold Calling
Sales Management Requires a Different Mindset Than Sales
How to Get the Entire Sales Force to Change Now
5 Steps to Coaching Your Salespeople Beyond Happy Ears
2nd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
4th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
The 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
The Magic of the Sales Force Evaluation
8th of the 10 Kurlan Sales Management Functions
6th of the Top 10 Kurlan Sales Management Functions
4th of the Top 10 Kurlan Sales Management Functions
3rd of the Top 10 Kurlan Sales Management Functions
2nd of the Top 10 Kurlan Sales Management Functions
Your Sales and Sales Management Questions Answered Part 2
How You Can Get Your Salespeople to Do What They Dont
Questions You Should Ask Sales Candidates and Much More
How Sales Has Changed in the Last Five Years and More
Developing Top Performers How to Turn Salespeople into APlayers
Make Your Salespeople Focus on This to Grow the Business
Sales Managers Must Make Sure That This Never Happens
Tighter Sales Metrics at New Year Leads to Improved Success
This is How Sales Managers Should Coach Their Salespeople
Top 5 Reasons Why Salespeople Dont Qualify Effectively
The Top 3 Reasons Why Salespeople Fail at Consultative Selling
Why Do Salespeople Forget What They Learn
The Key to Powerful Sales Conversations
The Real Problem with the Sales Profession and Sales Leadership
The Impact of Unhealthy Relationships on Your Salsepeople
Dont Make Assumptions About Sales Candidates
Selling Were Going Back to AIDA And You Should Be Scared
Best Way to Sell andor Manage a Sales Force
The Challenge of the Challenger Sales Model The Facts
Death Defying Sales Calls Dont Get Run off the Road
Why Sales Leaders and Salespeople Get Frustrated
Salespeople and Their Fantasies
Sales Assessment Completion Times May Impact the Validity of the Assessments
Tale of Two Clients Sales Training versus Saaaales Training
Latest Fiction for the Sales Force No More HuntersFarmers
10 Attributes of the CEO Who Drives Sales and More
Lance Armstrongs Metrics Applied to the Sale Force Equals Results
The Blind Side for Sales
10 Steps to Record Breaking Revenue
Why You Dont Have Enough New Opportunities in the Pipeline
The Monumental Effort Required to Grow Sales in 2014
The Difference Between Sales Commitment and Work Ethic
Teaching Sales in School is Like Learning to Golf on the Wii
Overcome Call Reluctance Get Your Salespeople to Prospect
How to Get Salespeople to Stop Resisting Change
Sales Coaching is Like Baseball How Do You Rate
Hiring Salespeople is Like Baseball Expansion
18 Business Trends for Your Sales Force
What Makes a Lead a Good Lead
Presidents CEOs 4 Out of 5 Sales Managers Are Ineffective
Validation of the Validation of the Sales Assessment
Why CEOsPresidents Tolerate Ineffective Sales Management
My Sales Process Strategies and Tactics in Your Voice
Sales Leadership Its Not About the Title
Are Sales Cycles Really Getting Shorter
The Science of Selling Rules versus Data
The Complex Sale Pt II
Science and the Length of Your Sales Cycle
NY Times Article Hits Then Misses the Mark on Sales
Are Your Salespeople Still Cold Calling The Ugly Truth
How Christmas Gift Giving Mirrors the Ideal Sales Process
Your Sales Force Who is Playing on Your Team
How Many of Your Salespeople are Addicted to This
When Agreement is Really Disagreement Happy Ears for Salespeople
What it Takes to Get More Appointments
Sales Effectiveness IDC and CEB Draw Conflicting Conclusions
Should You Restage Your Sales Pipeline
Getting Deals Closed End of Quarter Sales Gone Mad
Defining Moments in Your Sales Cycle
The Sales Assessment Client Who Didnt Renew after All These Years
Mastering Sales and Sales Management
Gaining Sales Traction is Like Talking to Kids
Recruiting Strong Salespeople The Sales Candidate Pipeline
Hire the Best Salespeople on the Planet
Obama and McCain The Sales Analogy
The Sales Management Equivalent to Baseballs Pitch Count
The Connection Between Gas Prices and Sales Lead Follow Up
Sales Pipeline Gives Sight to Blind Executives
Has the Death of Selling Finally Arrived
Enough Leads for the Sales Force How to Convert Them More Quickly
5 Reasons Why Sales Cold Calls Are So Awful
What to Do When Your Prospect Goes into Hiding
Zig Ziglars Legacy to the Sales World
Case History Sneak Preview of a Candidate
View From the Top When Salespeople Call on Purchasing
Did President Obama Do More Damage to the Image of Salespeople
More Sales Coaching Leads to Accelerated Growth
Practice Makes Permanent
New Penn State Coach Just Like Dysfunctional Sales Management
Sales Prospecting on Steroids
Getting Sales Decisions Why Salespeople Struggle
A Call to Action for the Sales Force
Sales Its more like Miss Universe than the Olympics
Can You Improve a KickAss Sales Force
Are Sales and Sales Management Candidates Getting Worse
MLB AllStar Game Unveils a Sales Prodigy
Sales Competencies and Your Competition
Achieve Sales Leadership Mastery and Grow Sales Revenue
How Long Does it Take for Salespeople to Get it
Trigger Events The Anatomy of Sales Wisdom
Happy Ears or an Empty Pipeline
Top 7 Sales Force Compensation Secrets
Where Should Salespeople Spend TheirTime
Fewer Sample Requests and Sales Proposals Whats Wrong
Effective or Easiest Which Path Will Your Salespeople Choose
Having Good Sales Calls
One Suprising Key to Selling Value
Obama and Friends On Stage Implications for the Sales Force
Baseballs Huge Impact on Sales Performance
My Top 14 Articles on More Effective Sales Cold Calling
The Myth of Sales Habits and Competencies
Cultural Differences with Sales Force Evaluation
Leads for the Sales Force Not
Specific Words are So Crucial to a Sales Conversation
Do You Need to Save All of those Sales Assessments and Evaluations
Prospects Are Like Children
Top 20 Reasons Why Sales Managers Suck at Coaching
Top 10 Things The First Minute of a Sales Candidate Interview
Startups and the Dilemma of the First Sales Hire
More on Compelling Reasons
Sales Leadership Observations about Pipeline and Terminations
5 Frustrations that Derail the Sales Force
How to Lose Customers Under Contract
Missing Sales Research and a Call for Sales Superstars
Aligning and Optimizing Sales Marketing to Increase Conversions
Sales are Probably Down if You Are Doing These Three Things
Which Industries Need the Most Help to Get Sales to the Next Level
Inc Magazine Gets it Wrong on Sales Prospecting
Get Sales Compensation Right to Recruit Winning Salespeople
How Frequently Do Your Salespeople Practice Selling
Salespeople are Like Children
Sales Assessment Findings and Cultural Differences
Your Sales and Sales Management Questions Answered
5 Things Your Sales Force Can Do to Thrive in this Economy
Sales Experts Disagree on the Right Way to Train Salespeople
Can Your Existing Sales Force Generate More Revenue
Salespeople Should be More Like Children
Sales Hiring Chronicles The Doctor The Drug Dealer and The User
Sales Traction The Key to Measuring the Number 1 Sales Competency
Public Speaking Simplified
10 Lessons from the Sales Candidate Who Smelled Like He Peed on Himself
Selling to Groups Like a Picnic in the Park
What Really Creates Sales Excellence
How Many of Your Salespeople are Receiving Welfare
10 Kurlan Sales Competencies That are Key to Building a Sales Culture
Lousy Salespeople and Great Salespeople Line Item or Investment
How to Sell More Effectively in a Recession
Tale of Two Clients Sales Training vs SAAAALES TRAINING
Closing Sales Get the Freaking Proposal Right
The Secret Ancient Scrolls and Their Impact on the Sales Force
Sales Recruiting How Long Can You Retain The New Salesperson
Why Cant We Hire This Sales Candidate
The Importance of Practice
Over Achievers on the Sales Force We Have it All Wrong
The Latest Astonishing Findings About Sales Managers
Why Salespeople Fail and How You Could Have Predicted It
How Much Sales Development Can Leadership Do InHouse
The Ignorance Factor and Achieving Your Companys Revenue Goals
Who Should Your Sales Force Call On
Sales are Up and Mediocrity is Up Too
If You Structure Your Sales Force Like The Big Companies
Contractual Obligation is a Missing Link of Sales Success
Salespeople Failing to Get Prospects to the Phone
The Latest Tools to Grow Your Sales Force
A Missing Link to Sales Improvement
How to be More Effective Selecting Sales Candidates
Paul McCartney Brian Wilson and the Sales Assessment Industry
Is Your Law Firm Anything Like Your Sales Consulting Firm
Who Do You Call When Your Sales Forecast is Busted
3 Types of Salespeople Which Can Expand Your Sales
3 Strikes and Your Out The Need for Sales Force Consistency
My Sales Force Needs a Make Over
Sales Force Alignment with Market Strategies
Sales is an Obstacle Course
The Sales Force and Beyond Customer Impressions
You Coach but Do Your Salespeople Follow Through
Baseball and Selling Revisited A Powerful Analogy
Selling Styles How Many Styles Should Your Salespeople Have
The Waffle Cone and the Mass Production of Salespeople
How to Find the Compelling Reasons Behind Seth Godins Intangibles
If Your Salespeople Can Spell They Can Sell
Sales Advice in April Inc Magazine Hits the Spot
Another HBR Article on Sales Leaves Me with Mixed Feelings
Improve Your Sales Force Despite Veteran Salespeople
Major Changes in Buying Require Major Changes in Selling
What Google Might Know about Hiring Salespeople
How Do Companies Retain Their Under Performing Salespeople
Tale of Two Assessments Comparing the Value
Sales Leadership Challenges to Having a World Class Sales Force
Stupid Choices in the Selection of Sales Assessments
Do Salespeople Have to Give up Control to Their Prospects
Sales Recruiting Effectiveness and Trust
Everyone Can Sell Not Really Top 10 Reasons Why Not
More Sales Assessment Imposters Exposed
AllTime Top Kurlan Sales Article
What Have Your Salespeople Been Listening To
Getting Reluctant Salespeople to Fill Their Empty Pipelines
Game 7 There is No Tomorrow with This Sales Opportunity
You Have an 82 Chance of Making a Hiring Mistake When
Sales Assessment Says Hes Weak but He Made Presidents Club
Sales Best Practices Not
Can Music Make Your Sales Force More Effective
Dan Pink Hits and Then Misses the New Key to Sales Performance
Sales Longevity Free Webinar Available Here
Caliper and Selling Power Hit and Then Miss the Mark on Sales
Are Sales Tools the Solution
Sales 20 Answer to Our Prayers or Costly Distraction
Sales Process What Have You Gotten Away From
Derek Jeters Shows Salespeople How To Convert Leads to Opportunities
Former IBM Pro Lashes Out Over Sales Assessment
Selling Your Companys Biggest Sale Ever
Prioritizing Your Week
3 Ways to Feel Better About the Economy
Illuminate and Dust Off Your Sales Force
Optimize Your Sales Force Without Spending a Dime
When How and Why Salespeople Discount Products and Services
Sales Coaching Lessons from the Baseball Files
Dicing Shoveling and Training Salespeople
The Latest and Greatest in Sales Force Effectiveness
Is the Lack of Commitment to Sales Success Finding Predictive
The Delayed Impact of Lack of Sales Commitment
What would your top salespeople do if
Bad Things Happen When You Leave it Up to Your Sales People
Election Day Like Decision Making Day for Salespeople
Improve How Your Sales Force Sells by Phone
Why Salespeople Fail to Make Needed Changes
If Your Salespeople Cant Prospect They Will be Marginalized
What Causes Your Salespeople to Fail in this Economy
Xobni as Sales Assistant Pivots Help Close Sales
Jim Collins Fortune Interview Translated for the Sales Force
Compelling Reasons for Your Salespeopole to Go Mobile
Rules of Sales Engagement for the Recession
2 Things Race Car Driving Has in Common with Selling
New Book will Improve Your Account Managers Relationships
Most Frequently Requested Help
Media is to Fuel as Recession is to Fire
Sales Assessment Findings Another Preview of the Interview
3 New Sales Article Series A Holiday Tradition and Future Blog 1000
How to Determine if Your Sales Process is Effective
Top 5 Insights From Latest Sales Organization Studies
Enough Leads for the Sales Force How to Convert More of Them More Quickly
Keys to Successful Sales Negotiations
Salespeople and the Momentum Factor
How Soon Should You Make Changes to Your Sales Force
Secrets of Effective Sales Development
Is Moving From Vendor Up the Ladder Scary to Sales Executives
10 Keys to Solving the Sales Performance Issue
Mass Senate Race Alternate Ending Compares with Major Account Selling
Selling to Larger Accounts Find the Chauffeur
Vote the Best Top Article on Sales and Sales Management
Should Social Networking Support the Sales Effort
The Impact of Coaching Salespeople and Sales Managers
The Will to Succeed Sell Anything Top Sales Book and Coaching
Little League and the Sales Force Its More Than Trophies
Can Your Salespeople Sell More Effectively by Asking More Questions
Boston Ballet and Money Tolerance What it Means to Your Sales Force
6 Steps to Sales Mastery
The Importance of Positive Sales Attitude A Tribute to a Friend
8 Ways to Translate Tiger Woods Experiences into Sales Success
Top 5 Interesting Sales Tips
Sales 30 Is it Time to Upgrade the Sales Force
Before Your Company Hires a Sales Leader
Top 10 Keys to Getting Through and Getting Heard
This One Tip Helps Salespeople Close More Business
Should Special Effects Determine If You Have the Right Salespeople
Sales Performance Does it Correlate with First Impressions
3 Sales Approaches of Elite Salespeople
Overcoming the Dysfunction in Sales Organizations
Putting for an Eagle Closing the Unlikely Sale
Getting Customers to Flock Back to Your Salespeople
Top 10 Video Blunders When Used as a Sales Aid
What the Huge Patriots Win Teaches us About Sales Momentum
Do YouShould You Have a Complex Sale
The Sales Leadership Landscape A Different Perspective
How the Landscape Quickly Changes on Your Salespeople
How Four Variations Influence Sales and The Way People Make Decisions
Top 10 Reasons Why its Hard for Salespeople to Land the BIG ONES
My Sales Force Wont Use CRM
Are You Looking for Salespeople with Entrepreneurial Spirit
Tenure Could It Possibly Be a Good Thing For Your Sales Force
Sales and Sales Management Simplified
Hit More Fairways and Close More Sales
10 Steps to More Sales Opportunities
5 Advantages That Overcome Inequities on the Sales Force
Sales Courage and Resilience
Signs That The Economy Will Soon Improve
Rod Stewart and Barry Manilow Could be Your Veteran Salespeople
How to Sharpen Your Edge Using Fear
Your Boring Presentations Selling It
Unintentional Selling Selling Customers on Defecting
How To Interpret Sales Revenue and Economic News
Sales Tips for Trade Shows and Major Accounts
Focus on Revenue
What Can a Trip to Italy Teach You About Managing Your Salespeople
Sales Incentives Awards Lead FollowUp and Sales Effectiveness
Why Your Lowest Price Can Be a Barrier to Closing Sales
Bench Strength The Key to Replacing Salespeople
Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson
Sales and Customer Service are Just Like Steriod Use in Baseball
Another Behavioral Styles Assessment Pretends to Assess Salespeople
How to Supercharge Your Sales Presentations
The Magic of Jiffy Lube Sales Adaptability and Plagiarism
Sales Excellence Studies Propagate Mediocrity
Sales Team Morale is Overrated
The Advantage that Focused Salespeople Have
Music and Selling There are Many More Similarities Than You Think
Great Sales Opportunities That Dont Close
Do Stories Make a Difference When Selling
When the Sales Processing Doesnt Support Sales Competencies
Email for the Sales Force How it Should be Used
When it Comes to Compensation Sales is NOT like Baseball
Salespeople Become More Effective But Can They Get Worse
Warning to SalesFocused Companies Wanting to Stay Relevant
A Forgotten Secret of Sales Success
Short Window of Opportunity with Senior Executives
Why Salespeople Wont Abandon the Early Demo and Presentation
To Salespeople Demos and Presentations are Like Snack Food
Are Your Salespeople Selling Value Like Nordstroms or Price Like Sams Club
Top 10 Sales Training Realities Versus What You Believed
Game 7 There is No Tomorrow with These Sales Opportunities
Get Your Veteran Salespeople to Take Baby Steps
What Does it Mean When You Cant Reach Your Sales Team
Complete Sales Reference Manual Now Available
Bringing a Sales Opportunity Back From The Dead
How Does the Secret of Happiness Affect Sales Motivation
Sales 20 Competencies Changes Myths
Get Prospects to Make Decisions
Hiring Former Fortune 1000 Employees
Sales Just Cant Be This Easy Can It
Do Your Salespeople Really Understand Pipeline Requirements
Ultimatums for the Sales Force Do They Work
Your Salespeople Call on the Wrong People and Expect Them to Buy
NonSalespeople Assets or Liabilities When They Face Customers
What Leads to Salespeople Underperforming
Latest Sales Recruiting Breakthrough Download the New White Paper
The Science of Achievement Applied to Sales Success
Handling Economic Objections
Making it Easier for Your Salespeople to Succeed
Helping New Salespeople Succeed
Bad Apples on the Sales Force Sales or Sanity
A Career in Sales is No Place for a
Panic on the Sales Force and What to Do About It
Free Sales Content Use at Your Own Risk
10 Steps to Make 2009 Your Most Successful Year Ever
Experts Provide Sales Management Help for 2009
Finding a Way to Succeed
Revising the Forbes Message of the Day for the Sales Force
Good News About the Economy Positively Impacts the Sales Force
What Does Sales Improvement Have to Do With Sleep Apnea
What Should You be Telling your Salespeople in this Economy
Sales Cycles and Time Is it Running Out
Make Sales the Culture of Your Company
Sales Force Lessons from Gates Crowley and Obama
Frankie Valli and Jersey Boys Good Metaphor for Recession Worn Companies
Do Prospects Lie to Your Salespeople Like the Airlines Do
Celebrities and the Sales Force
Directors Want Better Boards And Rightly So
Key Account Sales More Than Just Important Accounts
Missing Sales Research and Sales Superstars
Can the Beatles Help You Close Big Deals
Sales Success Secrets from Beyond the Grave
The Effect of Commitment and Optimism on the Sales Force
Sales Leadership A Balancing Act Between Compliance and Quotas
Customer Service Neutralizes the Efforts of the Sales Force
One Hidden Gem in 10 Sales Management Challenges
Tom Peters 9 Items for the Sales Force
Salespeople Become More Effective Part 2
The Relationship Between the Relationship and the Sales Outcome Part 2
How Obama Dan Pink The Heaths Steinbrenner and Kurlan Might Prepare Your Sales Force for Change
Preparing for Sales Training Becoming Change Ready
2 Keys to Selling Success from Ann Romney and Chris Christie
Sales 20 Tools Have Their Place But Where Is It
The App Store Provides Insights into Your Companys Sales Challenges
Prediction for Your Companys Sales Force in 2011
How Many Salespeople Made Quota in 2010
1 Sales Presentation Tip from October 16 US Presidential Debate
Does Fear Prevent Your Sales People from Executing Your Sales Plan
The Longest Sales Cycle Ever How They Closed the Deal
Selling Is All in the Timing
What Automotive Technology Can Teach Us About the Sales Process
Sales Confidence How To Ask Any Tough Question Anytime
Is Technology Ruining or Driving Your Sales Efforts
Why Accidental Sales Training Works More Effectively
Do Chain Reactions Like This Really Occur When Selling
Every Sales Assessment Tells a Story This is Freds
Only 11 of Salespeople Do This at the End of a Sales Call
You Can Help Salespeople Burdened with Sales Weaknesses
10 Reasons Dont Worry When Sales Candidates Dont Take the Test
After Accepting the Sales Job Will the Salesperson Back Out
5000 Reasons to Hire Salespeople Today
Drivers and Your Salespeople Need to be Patient
What It Really Means When CRM Isnt a Sales Force Priority
How to Use Playlists to be More Effective at Selling
Can Too Many Opportunities be a Negative for Salespeople
Are Women in Sales Less Trainable
John Robinsons Secret to Overcoming All Sales Obstacles
Are Sales Leaders More Receptive to Training Than Salespeople
The Unusual Case of Arturo How He Sabotaged His Own Sales
Is SELLING an Afterthought in Todays Sales Model
Why Assessments Will Never Work for Some Companies
Are Your Strategic Partnerships Your Passive Sales Force

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