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Author: Dave Kurlan

    Dave Kurlan

    Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer. Dave is the founder and CEO of Objective Management Group, Inc. (OMG), the leader in sales candidate assessments and sales force evaluations, and named the Top Sales Assessment Tool for 2011-2015. He is also CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development, and named three times to the Inc 5000. He has written two books, including the best-seller Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, and contributed to many others, including Stepping Stones, with co-authors Deepak Chopra and Jack Canfield. His popular Blog, Understanding the Sales Force, was named the Top Sales & Marketing Blog for 2011-2015, and he was inducted into the Sales & Marketing Hall of Fame in 2012. Dave has also been named to the Top 50 Sales Influencers for 2012-2015.
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    Recent Posts

    Sales Style: The 12 Reasons They Didn’t Buy From You

    Everyone has had this happen…probably more than once.
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    Sales Effectiveness - How to Win Every RFP You Respond To

    I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI.  The resources, including people, time and money,...
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    How to Change a Crappy Sales Compensation Plan to a Better One

    Nearly every company gets to the point where they must realign territories, accounts or roles.  While doing that is always challenging, perhaps the...
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    Sales Excellence: How to Close Anything and Everything in Any Vertical

    I was listening to CNN on Satellite Radio and in between rants about the immigration ban, protests, the federal judge who issued a stay, and Trump's...
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    7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

    Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common.  They know...
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    Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year

    We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year.  The...
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    The Crucial Selling Skill That Nobody Talks About

     
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    Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

    This piece was originally published on omghub.com.
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    What Comes After The Sales Process?

    This is the third in my series on the crucial importance of Sales Process.
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    The Hidden Benefits of a Structured Sales Process

    Many readers loved my analogy comparing various types of shoes to the progress that companies have made around sales process.  If you didn’t read...
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