Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • The Latest Perspective on My Most Popular Article on Selling

    • December 20, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    During a first sales call, suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.”  And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.”  And still a third might say, “In the meantime, please send us a proposal with references and timeline.”

    read more
  • My Most Popular Sales Article of the Last Ten Years

    • December 13, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.”  And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.”  And still a third might say, “In the meantime, please send us a proposal with references and a timeline.”

    There are three important lessons that arise from this:

    read more
  • The Top 10 Sales Articles of 2018

    • December 13, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    read more
  • 3 Lessons that Apply to Every Sales Call No Matter What You Sell

    • December 18, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Several years ago, during one of the performances, it dawned on me that the orchestra’s role in the show correlated very nicely to an effective sales presentation.  There were 3 fantastic lessons that I presented then and as I have done each year since, will present again here.

    read more
  • A Bit of Holiday Tradition to Spice up your Selling

    • December 5, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What is your favorite part of the holiday season?  Do you have traditions that you follow every December?  For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker.  You wouldn’t think that a show like the Nutcracker would correlate to selling, but it does.  As a matter of fact, if you read a little further, you’ll see that the Nutcracker is very much like selling to a major account!

    read more
  • Sales Traditions and Rituals – They’re Not Just for December

    • December 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Sales Traditions and Rituals - They're Not Just for December

    For some salespeople, selling is as caked in tradition and ritual as any religious ceremony.  To get a sense of this, consider the many inside sales roles, demo-centric salespeople, and low-level, in-home salespeople.   Many inside salespeople repeatedly read from the same script.  Most demo-centric salespeople must cover all of the features and benefits.  And many in-home salespeople perform a mini-show on every sales call.

    read more
  • Top 3 Sales Lessons from Tchaikovsky’s “The Nutcracker”

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

    During a first sales call, suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.”  And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.”  And still a third might say, “In the meantime, please send us a proposal with references and timeline.”

    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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    May 1, 2020
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8 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
nut_history BaseballHistoryNut @nut_history ·
8 Dec

Fun story below. It’s free to read

Reply on Twitter 1733197271745855830 Retweet on Twitter 1733197271745855830 1 Like on Twitter 1733197271745855830 1 Twitter 1733197271745855830
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