Who We Are

Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies. For over 35 years, the firm has helped companies with sales team evaluations, sales process optimizations, sales and sales leadership training, and sales transformation.

The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations. We have earned recognition for our expertise spanning over 200 industries for our cutting-edge and results-oriented approach to sales growth.

We Love What We DoWe bring decades of proven industry expertise in driving our sales development approach.

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Why Choose Kurlan

We Get Results

Our experts are focused on the solutions required to help achieve your desired results.

Highly Experienced

Regardless of the situation for which you need help,  chances are, we have seen it and solved it before.

Team Engagement

We get your sales team engaged.  Whether it’s your salespeople, sales managers, or sales leaders, and whether it’s training or coaching them, we will create change through engagement.

Expert Role Plays

We demonstrate what good conversations should sound like by extensive use of unscripted role plays and nobody is better at that then the trainers at Kurlan.

The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations.

Our philosophy is to provide each client with a unique solution that is customized to achieve their desired outcome. Depending on the client’s size, industry and complexity of issues, each Kurlan engagement is designed to meet their specific needs.

All of our strategic partners must have one primary objective – help us make our clients stronger. That’s it. Our services are laser-focused on sales development. Our partners provide the core competencies that we don’t. They must fit with our clients’ needs and play well with the others in the sandbox so all of our actions are unified in your interest. You’ll see that whether it’s a tool, application or consulting firm, we have already done the due diligence so that you don’t have to.

We are renowned experts in sales force evaluations, sales process, training and strategic growth strategies

1,300 Clients
Served
200 Industries
Served
35 Years
Established
55 Awards

Our White Papers

Understanding the Sales Force
  • 3 Keys That Determine the Length of Your Sales Cycle

    It’s easier to sell value when there is urgency.

    It’s easier to reach the decision maker when there is urgency.

    It’s easier to sell value to the decision maker.

    It’s easier to create urgency when you are talking with the decision maker.

    They are inter-related milestones and they are game changers.

    Let’s explore three scenarios:

    November 2, 2024
  • Magazine Discredits Their “Born to Sell” Article with Junk Science

    They identified five areas where those with genetic traits outperform others.  They claim that those are:

    Tailor Your Approach
    Conduct a Sales Debrief
    Refine Your Skills Through Practice and Experimentation
    Use Data Analytics to Inform Your Decision Making
    Invest in Ongoing Training and Mentorship

    Other than number 2 (of course we’re singling out #2 in an article that’s full of crap!), the other four are not sales or marketing specific but are simply common-sense goals for anyone interested in self-improvement.

    October 25, 2024
  • My Latest Sales Epiphany From Watching Playoff Baseball

    And that’s when it hit me as if I was hit in the face by a 95 MPH fastball.

    My fears are exclusive to the Red Sox and not to any other team – even if I am rooting for the other team!  This is huge!  And because this is my brain, this is actually about sales, not baseball!

    Is it fair to believe that a Sales Leader wants his salesperson to succeed with a big, important sales opportunity as much as I would want the Red Sox relief pitcher to succeed in a big, important game?

    If your answer is yes, we have a problem.

    October 20, 2024
  • The Biblical Sales Force Part 2 – On Boarding and Coaching Salespeople

    As I wrote in September, I’m reading the Bible from beginning to end for the first time.  In my first article using an analogy from the Bible, I wrote about scaling, hiring and firing salespeople, based on what I read in Genesis.  Today’s article is about on boarding and coaching salespeople, and is an analogy from Exodus.

    Early in Exodus, we are introduced to Moses, whose people have been slaves to Pharaoh and the Egyptians for hundreds of years.  God appears to Moses and commands him to approach Pharaoh and persuade him to release the Israelites so they can freely worship their God.  Moses lacks confidence in his ability to articulate the request, and questions God’s direction.  He wonders if there might be someone better to handle this important assignment.

    God had to build Moses’ confidence, and properly prepare him for the conversation he will have with Pharaoh.  This is the equivalent to pre-call strategizing, one of several methods for coaching salespeople.  God needed to provide Moses with talking points sufficient to give him gravitas with Pharaoh, so he provided Moses the God-like ability to turn his brother Aaron’s staff into a snake. We accomplish the same thing when we prepare a salesperson with powerful messaging and talking points.

    October 14, 2024

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