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  • How Building a Stone Walkway Makes the Case for Sales Process

    • August 16, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    installing a stone walkway

    We can learn a lot about what happens when you skip steps in a sales process by looking at the work this stone crew is doing.

    read more
  • My New Perspective on Sales Process and Methodology

    • August 8, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    monkey sitting on a basketball

    We were at the Zoo when we came upon the monkey in the picture.  He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey –  but he was sitting on a basketball!

    The monkey is following a traditional monkey methodology for hanging on, while being authentic, allowing his silly personality to come through, and getting people who were interacting with him to laugh.

    We can even apply that approach to sales process and methodology!

    read more
  • When Do Follow Up Calls Add Value

    • July 31, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    follow up

    Salespeople tend to fall into one of three groups when it comes to following up:

    read more
  • Rainforests and Torn ACL’s Provide Insight into Effective Selling

    • July 17, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    rainforest

    Only Dave Kurlan can take a torn ACL, rainforests and climate change and use those as analogies for sales effectiveness!

    read more
  • The Keys To Retaining and Losing Your Customers

    • July 10, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    customer service

    It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts.  In the past few weeks, I have experienced all kinds of customer service, including service you would expect, service that would surprise you, and service that wouldn’t change your mind about anything.

    read more
  • Resistant Salespeople Can Prevent Consistent, Strong Sales Results

    • June 27, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    resistance

    CEOs and Sales Leaders whose salespeople aren’t responding need to understand that their veteran salespeople are the same as my son when he was thirteen. 

    read more
  • How to Easily Motivate and Incentivize Sales Pipeline Building

    • June 20, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    motivated-by-music

    Music motivates me to do what I otherwise don’t really want to do.  But while everyone is different, I’ve seen music work as a motivator for others too.

    read more
  • Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople

    • June 12, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    music

    Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers.  Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process?  More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.

    read more
  • The Problem with Self-Directed Sales Training and its Role in Developing Salespeople

    • June 8, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    sales training

    Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG).  Andy reached the slide that said “Lunch” at the end of the day, and I spent most of the morning displaying only slide #2 which could have been covered in 10 minutes.  The spontaneous, robust discussion that broke out was not planned, but most importantly, it was not discouraged.  To the contrary, it was strongly encouraged.  The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides.  Are slides bad?

    read more
  • Sometimes The Biggest Sales Problems Have the Simplest Solutions

    • May 30, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    sales problem

    There are simple, easy, fast and powerful solutions for sales problems too.  See my examples below.

    read more
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Latest News
  • OMG Names Kurlan a Diamond Award Winner for 2024

    OMG Names Kurlan a Diamond Award Winner for 2024

    January 31, 2025
  • Dave Kurlan’s Homicide Detective Article Was a Finalist for Top Sales Article of 2024

    January 7, 2025
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Kurlan & Associates

Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies.

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  • 21 East Main Street, Suite 301
    Westborough, MA 01581 USA
  • 00 +1 + 508-389-9350

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