Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
  • 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
  • The Most Successful Negotiation is The Negotiation That Isn’t Needed

    • December 9, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This week, one company said that their terms are Net 75.  I said, “I’m sorry, but we can’t solve your problem and be your bank.  Our terms are due on receipt of invoice and it’s non-negotiable.” 

    They said, “Oh, OK.”

    read more
  • Closing and Negotiating Challenges – Symptoms of Another Selling Problem

    • April 25, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.  Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson 2017 Selling Challenges Study.  Meghan Steiner, from Richardson, was nice enough to send me a copy of the results.  There were a number of interesting findings and of course I had some insights from the report.

    read more
  • Top 5 Sales Issues Leaders Should Not Focus On

    • November 19, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it’s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass. It could also have something to do with whether or not their receivers were able to quickly get open.

    read more
  • The Difference Between Selling to Negotiators and Price Shoppers

    • February 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth. 

    read more
Search Our Site
Subscribe to Our Blog

Book A Speaker

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

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
Discover More About Kurlan & Associates
 
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

Reply on Twitter 1730396912203825446 Retweet on Twitter 1730396912203825446 15 Like on Twitter 1730396912203825446 63 Twitter 1730396912203825446
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.

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

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

Reply on Twitter 1730396912203825446 Retweet on Twitter 1730396912203825446 15 Like on Twitter 1730396912203825446 63 Twitter 1730396912203825446
© Copyright 2005-2023 Kurlan & Associates, Inc. All Rights Reserved. Website designed and developed by PENTA Communications, Inc.
Subscribe to Our Blog

Understanding the Sales Force