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.
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.
The Sales Process Milestone You Can’t Get Wrong
Every year, I observe that May 11th marks the day when tree leaves reach full size, a natural milestone that mirrors the critical timing in sales. Just as leaves may appear early or late due to weather, prospects reach buying decisions at varying times. Salespeople often assume the end of their pitch signals the moment to close, but prospects may not be ready—or may have been ready earlier. Missing these cues can lead to lost sales. A well-structured sales process like Baseline Selling accounts for this, but unexpected delays or accelerated decisions can still disrupt timing. Mastering the art of aligning with a.Assembly Instructions prospect’s decision-making moment is key to closing deals effectively.
May 9, 2025
MLB’s Replay Center Offers Lessons for the Sales Call Debrief
Think an MLB Replay Center and a sales call debrief have nothing in common? Think again. Both dissect critical moments with precision, from context to execution, to get the call right. Discover how a sales manager’s review mirrors baseball’s high-stakes analysis—and why precision is the key to winning in both games.
May 4, 2025
The Biblical Sales Force Part 5 – Consequences and Some Baseball
There are differences between the laws in Deuteronomy and the requirements in the strategic plan, with the major difference being consequences. God’s remedy for many crimes was getting stoned to death, while leadership’s remedy for failing the requirements in the strategic plan is to ignore the crime. Sell another day versus Death.
April 24, 2025
Poison Ivy and 2 Powerful Lessons for Hiring Salespeople
Paul McCartney hoped it would work out with Linda in the band, and while Wings were very successful, let’s be honest. Linda would not have been hired to perform on vocals or keyboard in any other band – not even a local wedding band! Why? She was a photographer and shouldn’t have quit her day job.
We see nepotism in every family owned business where the founder/CEO/President gets the entire unqualified family involved. The family learns to adequately perform in most of the roles but the brother in charge of sales, the nephew managing major accounts, the daughter in account management, and the wife doing estimates just aren’t cutting it.
Let’s not forget the Hope part of this…
Hope is used when sales leaders interview and select sales candidates. They decide that from among the following 10 characteristics and qualifiers, the candidate:
April 18, 2025
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Request
a Callback
To request more information, please use the form provided. We look forward to your message and will call you back shortly. Thank you.