Dave Kurlan
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The Difference Between OMG and Extended DISC Assessments
- October 7, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is gonna be fun!
In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander, Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators.
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Top 10 Reasons Not to Test Your Sales Candidates
- October 5, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345.
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New: The 21 Sales Core Competencies for 2020 And Beyond
- September 27, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Had an update lately?
I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release.
Apple updates the
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The Crucial Step Missing from Most Sales Training Programs
- September 21, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most companies don’t understand that crappy customer service is really a sales issue. When a company’s customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew
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Masks and Sales Assessments – You Lose a Little Freedom and Control for Safety and Confidence
- September 18, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A short end-of-the-week post.
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you hate meetings as much as I do?
They’re the worst. But I have one weekly meeting that’s always uplifting and productive.
I’m talking about my weekly meeting with John Pattison, COO of Objective Management Group (OMG). He
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She’s already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.
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3 Selling Characteristics for the Age of Covid, Politics and Recession
- September 8, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is a longer article than usual and includes many links to related articles so grab a snack and a beverage, settle in, and stay with me. It will be worth it because I know I’m going to get you
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The Best Solutions for Hiring Great Salespeople for Your Company
- August 28, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive?
Would you take a train between intersections of the same city block, usually a 2-minute walk?
Would you take a bus to
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FDR and Sir Isaac Newton on Why Salespeople Fail
- August 25, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn’t want to ignore the warning that was so loud my wife and I