Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • How Your Sales Team Can Double its Win Rate in a Recession

    • September 26, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered.  When they learned that our core offering is evaluating their existing sales team they became excited about what that would mean for addressing their two biggest selling challenges.  

    One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing.  They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

    In this article, I thought it might help if I share a bit of what they learned about their sales team.

    read more
  • A Key Competency That Differentiates Top Sales Performers From Posers

    • July 21, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The bottom 50% of all salespeople are posers too.  In an article last week we discussed how data can help you hire the ideal salespeople.

    In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms.  Below I’ve shared another top/bottom analysis with different findings. 

    read more
  • What to Do with the Salespeople Who Become Your Biggest Problem

    • May 3, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it’s rarely a big opportunity, it’s seldom coaching best practices, it’s hardly ever targeted metrics for their team, and it’s almost unheard of for them to request that I help them improve as sales managers,  Oh no.  They almost always want  help with their biggest problem child.  

    read more
  • Sales 102 – The Pitch Deck, the Price Reduction and the Data

    • September 29, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Recently I met with a CEO whose salespeople were not closing enough business.  We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming.  Before we could explain what was causing their problem, the CEO said something along the lines of, “We are going to create a new pitch deck and reduce our prices. That will solve the problem!”  

    They weren’t suggesting a small price change either.  It sounded like an 80% reduction and their reasoning overlapped with one of the contributing issues that we identified.  Their salespeople weren’t reaching decision makers which raises more questions.  Why weren’t they reaching decision makers and could anything be done about it?  Would lowering their prices solve the problem or did the issue go deeper than that?

    read more
  • Can the Lack Commitment to Sales Success Finding be Wrong?

    • April 1, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Have you ever witnessed salespeople who go part of the way, but not all the way to get the business?  They make the call, but don’t convert the call?  They hold the first meeting, but walk away without traction?  They add a new opportunity to the pipeline, but don’t move it forward?  They do all of the right things, but with the wrong people? They qualify an opportunity, but don’t get any further?  They forecast an opportunity as closable, but it doesn’t close?  Those are all examples of salespeople with conditional commitment.  They do what it takes, but only when it’s comfortable for them.

    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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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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