Dave Kurlan

  • Apply Jack Reacher to a Modern Sales Approach
    • June 23, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’m a big fan of the Jack Reacher thrillers and movies. Perhaps you’ve seen one of them…

    While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all

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  • What You Get When You Accelerate Sucky Sales
    • June 22, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Celebrating Fathers Day, we went to a restaurant of my choosing – an upscale burger place – and it took nearly an hour for the food to come. I asked, “Is it normal for the food to take this long?”

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  • Why Some Great Salespeople Produce and Others Don’t
    • June 18, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I wrote an article on how to get sales selection right. Once and for all. Forever. If you didn’t read it, please give that a quick read before reading this article because I used the earlier article as a

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  • How to Finally Get Sales Selection Right
    • June 16, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers.

    My team, the Boston Red Sox, just lost their seventh consecutive game. They are

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  • Why You Must Hire Salespeople Right Now
    • June 4, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Forbes conducted a survey of Fortune 500 CEO’s and 82% of them said they would be hiring more people within 2 years.  Why should that be important to you?

    To answer that question, let’s talk about your KPI’s, or Key

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  • How You Can Increase Sales During the Summer
    • June 3, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As I scrolled the list of concerts coming to Boston this year, two things struck me.  Most of the bands that are touring were popular when I was young (don’t young pop artists tour too?) and the members of those

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  • Connecting the Dots on Sales Management
    • May 28, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you remember the morning that you couldn’t find your keys, but they were right there on the counter?  Or the time that you couldn’t find an article of clothing, but it was hanging right there in your closet the

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  • Whiplash on the Sales Force
    • May 26, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I don’t know too many people who saw the award-winning movie Whiplash.  This past winter, Tom Schaff, an OMG Partner in St. Louis, recommended it and thought that I would love it.  As luck would have it, we were

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  • Why Half of the Sales Force Resigned This Month
    • May 20, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Half of the company’s 20 salespeople have left voluntarily in just the last month and the CEO wants to know why everyone is resigning.  He wants Jeff, his sales manager, coached up and needs to recruit replacements.  He has tremendous

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  • Salespeople as Closers & 10 Other Sales Myths
    • May 14, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It was a beautiful spring day and while I was walking to lunch yesterday, I was thinking about my sluggish metabolism.  When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I

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