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.
I am a member of the Kurlan fan club. Dave has built a tremendous body of work and a large following because of the durability and reliability of his approaches. Dave has helped us grow. We are winning twice as much business today with fewer salespeople and 25 percent less proposal dollars quoted at higher margins. We are turning away work at about 10% because we are above our capacity and we have the strongest backlog that we have had in several years. All of this with one of our primary markets still being impaired by COVID and our costs facing sizable inflation headwinds. Dave’s training has helped us grow confidence, sell better and sell more with less effort and resource burden.
Mark SteelePresident & CEO, Craftsmen Industries, Inc.
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.
Salespeople have been spoiled by inbound leads, outbound emails, and BDRs generating leads for them. As a result, those in sales for fewer than ten years never learned how and suck at cold calling. Those who used to cold call but have since stopped, forgot how to and also suck at cold calling.November 29, 2023
A question was brought to my attention about Objective Management Group (OMG) assessments. For context, OMG has assessed more than 2.4 million salespeople, their accuracy is legendary and they’ve earned their stripes for predictive validity as well. I was shown two sales candidate evaluations that at first glance had important findings that looked the same. Both individuals lacked Desire for Success in Sales and Commitment to Achieve Sales Success. The problem is that individual number one is their top salesperson and individual number two is their worst salesperson. The question I was asked was, “How can that be!”November 21, 2023
We watched GameStop: Rise of the Players and despite it being a documentary, found it to be quite entertaining. It was David versus Goliath. It was Amateur versus Professional. It was about an improbable outcome accomplished by people who were unlikely to succeed and even more unlikely to win the big payoff.
While I thought it had a lot in common with selling, the twelve central figures:
Were not professional investors although they did invest in GameStop.
Were not skilled traders although they did conduct some research.
Did not trade as a full-time job or hobby.
Were making decisions based on hunches, not history or science.
Found in each other kindred souls with a shared passion for GameStop.
The five statements above suggest that skills, attributes, competencies and capabilities were NOT part of their success so what could this possibly have in common with selling?November 14, 2023
We heard that the “Sound of Freedom” was a good movie but waited until we could stream it at home. We loved the movie, but we were moved even more by the closing messages displayed on the screen. The statistics are astounding, where as a result of human trafficking, mostly at the southern border, more children are enslaved today than when slavery was legal! We didn’t know what we didn’t know.
“Companies don’t know what they don’t know about sales” is true in most companies and sales organizations.November 10, 2023