Kurlan & Associates, Inc.

Senior Consultants

Frank Belzer, VP of Corporate Training and Development

  • "Learn to leverage and understand your own personality strengths – rather than trying to memorize a talk track or a script. Make the reasoning behind your line of questioning a part of your personality. If you cannot be comfortable and natural, then you are probably better off seeking an alternative than sounding forced or insincere"

Frank Belzer, Senior Sales StrategistFrank Belzer is the VP of Corporate Training and as such has developed and trained some progressive and fast growth companies in the technology, bio-tech and media space. His work within the Inbound Marketing community and his book book Sales Shift – how inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time has led to his being a featured speaker at conferences and trade shows around the world. He has developed recognized best practices for closing the loop on leads, developing a sales process to manage inbound leads properly and is adept at helping sales people adopt an effective and now necessary sales 2.0 approach.

Frank combines years of successful sales and sales management experience in both B2B and B2C, including 7 years in sales management at Konica Minolta. He excels at building sales teams, mentoring salespeople and sales training and coaching. Frank easily translates his experience into meaningful "real world" advice. He is particularly effective when helping companies develop and/or optimize their sales processes and achieves great results from the development of their sales people.

He is a regular contributor to the sales and sales management training curriculum at Kurlan Associates.

Frank has been invited to speak on the topic of sales and sales management throughout the world, including The Netherlands, the UK, Malaysia, China, Korea and throughout the United States – where his audiences have included Senior Executives from a diverse range of companies like Lufthansa, Salesforce.com, Jet Blue, Malaysia Airlines, Universal Studios, Arvin Meritor, Total Petroleum, Beckman Coulter, Bombardier and Schindler Elevator. As a featured speaker at sales conferences he has conducted sessions on things like “The 21 Core Competencies of Becoming a Sales Superstar", "Why are Your Salespeople Driving You Crazy?", "The Most Common and Deadly Start Up and Entrepreneurial Sales Blunders", “Turning a Sales No into a Sales Yes”, “What is Sales 2.0 Really?” and “The Secrets of Consultative Selling”. Additionally, Frank has delivered several customized sessions to Sales and Marketing VP’s related to the topic of his book SALES SHIFT.

Frank's Blog, The Sales Archaeologist, draws on lessons from history and makes application to sales and business leadership.

Click here to read Frank's blog.

Dennis Connelly, VP of Business Development

  • "We move past our barriers when we figure out that we put them there. Sales success follows when we identify them, and get out of our own way.”

VP of Business Development

Dennis Connelly has a record of entrepreneurship spanning 30 years. He's founded, co-founded, and built eight companies from start-up to scalable to maturity, that were either sold, merged, or remain on-going, and he has learned powerful lessons that apply to any company in any industry. His primary skill is finding solutions to seemingly intractable problems, using creativity, team work, and sometimes the sheer force of will.

Dennis' specialties include executive leadership, sales management, business growth and development, and raising capital. He has substantial experience in sales development, product creation, training, coaching, and operations management.

Prior to joining Kurlan & Associates, Dennis built a nationwide network of manufacturers to serve his distribution clients, and trained and coached hundreds of existing sales personnel in the channel. He also hired and trained his own sales force and expanded operations from two to seven manufacturing locations in five years.

With core experience in strategy, growth, finance, and operations, Dennis provides C-level perspective to help clients get unstuck, make necessary changes, and achieve the success they envision for their companies and themselves.

Click here to read Dennis' blog.

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