Kurlan & Associates
Kurlan & Associates
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  • The Difference Between Good and Bad Sales Coaching Questions

    • February 17, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started.  Here are some examples:

    read more
  • What Are Sales Intangibles?

    • February 16, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Once in while an individual will fall outside the normal range of assessment results.  That usually means either one of two things;

    read more
  • Can Music Make Your Sales Force More Effective?

    • February 14, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities.  Does this happen to you too?

    read more
  • Case History – Read the Latest Sales Assessment to Come to Life

    • February 10, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The lesson here is that you don’t want people like this working for you!  It doesn’t matter that they can hunt.  They will blow up  every prospect who they think could be rejecting them! 

    read more
  • Who Cares More – Sales or Marketing?

    • February 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It all depends on the parameters.  I’ll list a dozen or so items that both sales and marketing should care about and provide my opinion about who cares more.  Then you can tell me how wrong I am.

    read more
  • Sales Performance – Does it Correlate with First Impressions?

    • February 7, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let me talk about the first impressions and the follow up thoughts I had on 3 candidates.

    read more
  • Dave Kurlan quoted in the Jan/Feb 2011 issue of Selling Power “Worldwide Prospects: The New Realities of Selling Everywhere on Planet Earth”

    • February 1, 2011
    • Posted by: Kurlan & Associates, Inc.
    • Category: News

    With the fast changing global economy and the possibilities of global selling, Selling Power Magazine turned to sales thought leader Dave Kurlan for his perspective on the realities of selling everywhere on planet earth.

    read more
  • You Coach But Do Your Salespeople Follow Through?

    • January 31, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Following up with you is the respectful thing to do – it shows appreciation, that they didn’t waste your time, that they took action, that there was an outcome, that you were helpful.  But what happens if they don’t follow up with you?  If you don’t learn what happened? 

    read more
  • Top 10 Ways to Accelerate the Sales Process – The Need for Speed

    • January 28, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’ve heard the expression “Speed Kills”.

    All four scenarios lead to lousy sales outcomes.  The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed.  You can do that by:

    read more
  • Sales Managers Don’t Have to be Like Meteorologists!

    • January 27, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I posted an article about the similarities between Meteorologists and Salespeople.  This morning, while watching the recap of our latest snowstorm this analogy became even more obvious to me.

    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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