Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • Experiment – Which Sales Approach is Really More Effective?

    • October 28, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    During the past 90 days, I have been secretly selling multiple ways.  On one third of our opportunities, I have been selling the way we teach – using a formal, structured sales process with a consultative approach.  On another third of our opportunities (inbound leads),  I have experimented with a more transactional approach, although even that has a consultative element because I can’t help but ask some good questions.  It simply means that I show and tell much earlier than normal.  With the remaining third of our leads, I have experimented with allowing the buyer to dictate the process.   My buyer-dictated approach included a little push-back because I can’t allow a potential client to take the wrong approach to a solution.  

    Want to know what happened?  Look at the table below:

    read more
  • Is Your Selling Model Effective? Know your Salesforce’s ABC’s

    • November 17, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Every company, with or without a salesforce, has a selling model.  I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.

    read more
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  • Kurlan & Associates Named to Top 20 Virtual Sales Training Companies in 2020

    June 8, 2020
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Kurlan & Associates, Inc.

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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    Westborough, MA 01581 USA
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Follow Us on Twitter

Retweet on Twitter Dave Kurlan Retweeted
heytammybruce Tammy Bruce @heytammybruce ·
1 Dec

“My fifth-grade science project was to type everyone’s blood in my class. My oldest son’s fifth-grade science project, four decades later, was the equivalent of number-painting a comic book.” https://martinhackworth.substack.com/p/why-21st-century-science-is-in-trouble

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