Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • How Better Accountability Causes Sales Performance to Increase

    • January 4, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sure, having goals is important, but having them in writing, with an achieve by date and a plan is exponentially more likely to have an actionable outcome than only having goals.  And if you really want results, accountability is to goals as the accelerator is to the automobile.  They both cause immediate action.  Here’s what I mean.

    read more
  • Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats

    • November 15, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bob Thompson left several comments on the article at the CustomerThink site.  In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media.  I think that’s a terrific idea, Bob, and while it’s much more difficult to isolate those statistics, I did the research and report on it here.

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  • Insider Opinion – Why Sales Experts Can’t Agree on Anything

    • November 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Good things are happening in the world of sales and some of those things are coming your way.  Just keep both eyes open, your nose to the ground and your antenna up.  You’ll intuitively know whether or not what you are reading is a bunch of bunk or the real deal.

    read more
  • Increase in Social Selling Yields No Improvement in KPI’s

    • November 5, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For all the attention that these sites get, for all the salespeople who now spend their evenings perfecting their profile, adding people to their networks and asking for introductions, what hasn’t changed for the better are these key metrics:

    read more
  • Tighter Sales Metrics at New Year Leads to Improved Success

    • January 7, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    That leads to your KPI’s (Key Performance Indicators) or metrics which drive revenue.  If you collect these now via a daily huddle, that’s terrific; let’s tighten them up.  If you don’t currently have your sales team calling in every morning for 10 minutes, you’re missing out on a critical piece of accountability, team-building and intelligence.

    How can you tighten up your metrics?

    read more
  • #1 Sales Presentation Tip from October 16 US Presidential Debate

    • October 17, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out.  If the prospect liked you going in, they’ll look for opportunities to support your presentation.  If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.

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

    June 8, 2020
  • Training Industry named Kurlan & Associates one of the Training companies to watch in 2020

    May 1, 2020
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1 Dec

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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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