Who We Are
Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies. For over 35 years, the firm has helped companies with sales team evaluations, sales process optimizations, sales and sales leadership training, and sales transformation.
The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations. We have earned recognition for our expertise spanning over 200 industries for our cutting-edge and results-oriented approach to sales growth.
We Love What We DoWe bring decades of proven industry expertise in driving our sales development approach.
Why Choose Kurlan
We Get Results
Our experts are focused on the solutions required to help achieve your desired results.
Regardless of the situation for which you need help, chances are, we have seen it and solved it before.
We get your sales team engaged. Whether it’s your salespeople, sales managers, or sales leaders, and whether it’s training or coaching them, we will create change through engagement.
Expert Role Plays
We demonstrate what good conversations should sound like by extensive use of unscripted role plays and nobody is better at that then the trainers at Kurlan.
The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations.
Our philosophy is to provide each client with a unique solution that is customized to achieve their desired outcome. Depending on the client’s size, industry and complexity of issues, each Kurlan engagement is designed to meet their specific needs.
All of our strategic partners must have one primary objective – help us make our clients stronger. That’s it. Our services are laser-focused on sales development. Our partners provide the core competencies that we don’t. They must fit with our clients’ needs and play well with the others in the sandbox so all of our actions are unified in your interest. You’ll see that whether it’s a tool, application or consulting firm, we have already done the due diligence so that you don’t have to.
Thank You! Just thought I’d let you know I started a new role recently and it was all thanks to the training that I took over the few months on the basic and advanced courses. After going through them a few times (I have to admit I love the Ghostbusters references to Compelling Reasons) they’ve given me a new lease of life. Just wanted to say thanks for all your help over the past few months – much appreciated!
Enjoying and embracing. I am really enjoying and embracing the training. I love the sessions and they are really helping me. Thanks!
Great stuff! Thank you for these sessions. I enjoyed the modules, roles plays and learned some great techniques. I took away some valuable lessons as well as great reminders and I look forward to future courses.
Much Better Than Prior Training. In my previous organization, I engaged with and brought in a sales methodology training, and have seen many. Baseline Selling is, without question, the most engaging, energetic, and relevant. Your articulation of SOB and how something seemingly innocuous can have significant impact is brilliant and really resonated with me and will change how I coach team members. Thanks again for the training and I’m excited for where this can go!
Gold. The visual display of skipping discovery and differentiating steps…gold! Thank you for helping us get better.
Very helpful. The thing that had the biggest impact on me is bringing the discussion back to 1st base. Prospects often ask for pricing, demos, or other things when there has not been enough discussion around identifying problems we can solve, developing compelling reasons to buy, and quantifying the solution. The process of lowering resistance and getting permission will help me a lot in this area.
Landed Two Whales! Visited my $7.2 mill/yr prospect today and got the signature and I have verbal commitment for a $12-18 million/yr prospect that will sign early next week! What a week. Thank you!
The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process:September 27, 2023
What really happens on presentation day? Theater. Salespeople validate what the individuals on the committee already believe to be true. If you’re not the one getting the business, nothing you do on that day will change that UNLESS the one who is getting the business screws up big time.September 22, 2023
Salespeople need to be much better at prospecting instead of hiding behind emails and LinkedIn messages. They need to be better at the discovery call and qualifying. They need to improve their listening and questioning skills. They need to improve their ability to reach and build stronger relationships with decision makers. They need to improve their ability to sell value. They need to improve their ability to execute the company’s chosen sales process and sales methodology. They don’t need the distractions of off-topic reading.September 20, 2023
A great example of how much more successful salespeople are when they call on Decision Makers came from a salesperson who messaged me last week. Freddy was excited to talk about his recent success and I have changed his name and company names to protect his identity. Freddy wrote:September 18, 2023