Kurlan & Associates
Kurlan & Associates
  • About Us
    • Corporate Overview
    • Management
    • Senior Consultants
    • Brand Promise
    • Our Philosophy
    • Partners
    • Ask a Question
    • Our Clients
      • Testimonials
      • Client Projects
  • Services
    • Cutting Edge
      • Sales Candidate Assessments and Sales Force Evaluations
      • Training
      • Sales Process Consulting
      • Coaching
      • Train the Trainer
      • Sales Recruiting
    • Sales Force
      • Sales Force Architecture
      • Social Selling
      • Inside Sales
      • Sales Process Customization
      • Channel Sales
      • Sales Pipeline and Forecasting
    • Growth and Development
      • Customer Relationship Management (CRM)
      • Sales Force Evaluation
      • Sales Methodology
      • Sales Compensation
      • Corporate Training
      • Free Tools
  • Who
    • CEO or President
    • CSO or Sales Leader
    • Human Resources VP or Director
    • Non-Profit Director or Chair
    • Founder/Owner
    • Sales Manager
    • Salesperson
  • News & Events
    • Sales Leadership Intensive
      • Overview
      • Agenda
      • Speakers
      • More Information
      • Enroll
      • Attendee Testimonials
    • News
    • Book A Speaker
      • Book Chris
      • Book Dave
      • Book Dennis
      • Book Derek
    • Corporate Training
    • Self-Directed Training
  • Baseline Selling
    • About Baseline Selling
    • Selling Tips
    • Field Guide
    • Trade Reviews
    • What The Experts are Saying
    • Corporate Training
    • Self-Directed Training
    • Speaking
      • Invite Dave Kurlan to Speak
  • Blog
  • Contact
  • Media
    • Dave Kurlan’s Blog
    • Books
      • Baseline Sellng
      • Sales Hack
      • Death of 20th Century Selling
      • 101 Ways to Improve Your Life V2
      • Mindless Selling
      • Stepping Stones
      • Mastering the World of Selling
    • Magazine/Newspaper/Interviews
    • Videos
    • Podcasts & Webinars
  • Why Salespeople Fail to Make Needed Changes

    • September 3, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later (right on schedule), I was back and shocked to see Steve still down there on the floor. I asked what was taking so long and he said, “Well it works just fine when it’s not connected to the faucet but when I reconnect it the darn thing stays broken!”

    read more
  • Dave Kurlan revises his original, top-rated White Paper with additional research, “The Modern Science of Salesperson Selection”

    • September 1, 2010
    • Posted by: Kurlan & Associates, Inc.
    • Category: News

    New research, the changing marketplace, and the changes in sales success factors have prompted Dave Kurlan to revise his popular research paper, The Modern Science of Salesperson Selection.

    read more
  • Dave Kurlan publishes latest research in new White Paper, “Sales Longevity – The Science of Predicting Sales Turnover”

    • September 1, 2010
    • Posted by: Kurlan & Associates, Inc.
    • Category: News

    The enemy of sales selection is sales turnover and Dave Kurlan has completed his research and published the findings in his latest report, “Sales Longevity – The Science of Predicting Sales Turnover.”

    read more
  • 10 Attributes of the CEO Who Drives Sales and More

    • August 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My second conversation was with an effective CEO who is completely unlike those that I described in the other article.  My good CEO has the following 10 qualities that have a positive impact on the sales force:

    read more
  • Complete Sales Reference Manual – Now Available

    • August 24, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This year I had the opportunity to contribute to a book that would be a compilation on sales.  While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don’t raise the bar for the selling industry as a whole. This book is different.

    read more
  • Top 10 CEO Reactions to My Comments About Their Sales Forces

    • August 23, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Just like the salespeople who work for them, CEO’s come in all different sizes, shapes, styles and flavors. As you can imagine, those variances influence the outcomes of sales force evaluations, sales infrastructure, sales and sales management development and sales recruiting.  Here is a sampling of how some of the CEO’s react to what I tell them about their sales force:

    read more
  • Improve How Your Sales Force Sells by Phone

    • August 20, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Getting salespeople to recognize how badly they sound and how ineffective they are when selling on the phone isn’t easy.  And just so you know who I’m talking about (and to save you from commenting about how these nuances are different) I’m including prospecting, cold-calling, telemarketing, telesales, inside sales, inbound marketing, outbound marketing and lead generation roles as “selling on the phone”.

    There are two methods that I prefer to use:

    read more
  • Sales Recruiting – How Long Can You Keep This New Salesperson?

    • August 19, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back in April, I posted an article that was actually my third in a series on Sales Longevity – the science of predicting sales turnover.  In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments.  Well, that day is upon us.

    read more
  • Professional Sales and the All-Star Jazz Performance

    • August 16, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Professional Selling is just like being in an All-Star Jazz Ensemble.  It’s being so good and so experienced, that one can perform perfectly, on demand, in any environment, despite tremendous pressure, regardless of product knowledge and expertise.

    How many of your salespeople have this capability?

    read more
  • How to Refine Your Sales Candidate Pool and Selection Criteria

    • August 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you aren’t happy with the salespeople you are selecting, you can look in the mirror.  Ask yourself to what degree you are putting your likes and dislikes ahead of the data.  The data never lies but your eyes will tell you you’re hungry right after you eat!  There is a place for gut feel, but it should never take place at selection time when following your gut means overruling the data.

    read more
  • 1
  • …
  • 140
  • 141
  • 142
  • 143
  • 144
  • …
  • 207
Search Our Site
Book A Speaker

Do you need a speaker? Click here for information on booking Kurlan & Associates, Inc. at your next event!

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
Discover More About Kurlan & Associates
 
Kurlan & Associates

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

Contact Us

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

Explore

  • Home
  • About
  • Services
  • News
  • Baseline Selling
  • Sitemap
  • Contact
© Copyright 2005-2024 Kurlan & Associates, Inc. All Rights Reserved. Website designed and developed by PENTA Communications, Inc.