Dave Kurlan Articles
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Salespeople Must Stop Snorkeling and Start Scuba Diving
This is an awesome analogy to help salespeople understand the listening and questioning in consultative selling.
Impact of Sales Process versus Sales Coaching
Instant feedback allows you to make changes. Lack of it causes the opposite. How does that apply to sales coaching and process?
Top 10 Reasons Why Salespeople Let Price Drive the Sale
How many of the ten reasons can you name? Can you add any?
Is the "Lack of Commitment to Sales Success" Finding Predictive?
What does it really mean when a salesperson lacks commitment to sales?
When Sales Coaching, Best Practices and Books are Ignored
What happens when a new salesperson doesn't follow best practices and attempts to reinvent the wheel?
Major Changes in Buying Require Major Changes in Selling
Have you ordered Frank Belzer's new book - Sales Shift? It's terrific!
New Book will Improve Your Account Managers' Relationships
Have you ordered Jeb Blount's new book, People Love You, yet?
Sales Management Best Practices - Are Top Salespeople Challengers?
Have you identified whether the Challenger Sale incorporates sales and sales management best practices?
The Latest and Greatest in Sales Force Effectiveness
The introduction of OMG's brand new sales force evaluation tool and what it means for the growing company.
Top 5 Reasons Why Salespeople Don't Qualify Effectively
Do you know why salespeople don't qualify their opportunities more effectively?
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About the Author: 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). Click here to visit Dave's website.   Salesperson Selection Predict Sales Turnover Visual Pipeline |
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