Podcast appearances and mentions of dave kurlan

This is episode 697. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales expert Dave Kurlan. DAVE'S TIP:  "People don't buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation's not going to change anybody's mind. It's just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss's boss who happens to be in the room. There's nothing you can do in a presentation that's going to change that."

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Sales and Cigars Episode 100 Dave Kurlan “OMG”  Walter sits down for a special 100th episode of Sales and Cigars with Dave Kurlan of Objective Management Group and Kurlan and Associates. Dave talks about Objective Management Group and how their sales force evaluation and sales candidate assessment tools are a game changer when putting together a successful team. When it comes to sales consulting and business development Dave has seen and done it all and he shares his wealth of knowledge with us. If you are a CEO, entrepreneur, sales manager, or small business owner you will want to take notes, so get ready for a super entertaining fun episode. Go grab a cigar, grab a cocktail and strap in for another episode of Sales and Cigars.   Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6    Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  Connect with Dave Kulan: www.objectivemanagementgroup.com dkurlan@objectivemanagement.com https://www.linkedin.com/in/davekurlan/ www.kurlanassociates.com www.objectivemanagementgroup.com

Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.HIGHLIGHT QUOTESA consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'" Connect with Dave:LinkedIn | Blog | Email Learn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

Episode 96 is dedicated to all of the sales professionals on a mission to get better. Host Bryan Whittington is joined by Dave Kurlan, Sales Performance Expert, Best-Selling Author, and Award-Winning Blogger. Dave is the Founder of Objective Management Group, the leading developer of sales assessment tools. Bryan and Dave have a value-packed conversation about the attributes of top sales professionals! Connect with Dave: https://www.linkedin.com/in/davekurlan/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Mike unequivocally declared that this episode (Part 2 of his interview with Nick Hejna) is The. Single. Best. conversation he's ever had with a sales leader around sales process. Nick and Mike paint the clearest possible picture of why having, following, and owning a sales process is not only important for the seller, but is actually in THE BEST INTEREST OF THE PROSPECT/CLIENT! You'll also be challenged to consider that the best sales leaders don't play “hero” of their teams but focus on making heroes of their people, and that not every top producer fits the bill for a management role.  And Nick concludes this powerful conversation by sharing his love for the sales profession and the opportunity it offers top performers to achieve financial (and life) freedom. If you are enjoying and getting value from Mike's podcast, please rate the show and leave a brief review on Apple Podcasts.   Books Mentioned in this Episode: Let's Get Real or Let's Not Play by Mahan Khalsa (the 1st Edition from 1999, beige paperback is Mike's choice) Baseline Selling by Dave Kurlan  The Lost Art of Closing by Anthony Iannarino

Dave Kurlan is a sales leader and consultant with over 30 years of experience.In this episode, Dave shares what you should be doing to find great salespeople for today's market.

Read the complete transcription on the Sales Game Changers Podcast website. DAVE'S TIP FOR EMERGING SALES LEADERS: "Have fun. It's so easy to get caught up in tactics and strategy and steps and methodology and things, but none of that will really help you sell if you aren't enjoying what you're doing and bringing enjoyment to the person that you're talking with. I've seen so many salespeople when we're teaching them how to deliver an opening statement on the phone. Put some life into it. If you could just have some fun and be a little playful, even if you suck, having fun and being a little playful makes you better. "

Michael Mason - a well known sales trainer and amazing friend coming in here and just dropping some nuggets!  See if you are REAL in sales - you need the right tools, skillsets, mindset and most importantly a guide/trainer. This guy is a beast at it. He  helps develop and grow sales teams using my expertise and experience in B2B Inside Sales, training, speaking, mentoring and personal development. Also former podcast host of The Smart Sales Pro Podcast; on which I interviewed the most successful and "Elite Sales Pros" as well as offered my own insight and expertise on sales, mindset, attitude and behavior. Guests include Morgan Ingram, Ryan Stewman, Jill Konrath, Dave Kurlan, James Muir, Lauren Bailey and Fred Diamond. Connect with him: https://www.linkedin.com/in/michaelmasonlf/   Also, if your sales team needs training or you are  fucking stressed in sales and need someone to talk too!  Hit me up https://www.linkedin.com/in/coachsandoval/  

Learn how 2020 affected salespeople and selling and what this means for your sales department.  Sales expert Dave Kurlan shares the sales topics CEOs should be laser-focused on right now and how to apply the Baseline Selling methodology to your prospect conversations. 

Dave Kurlan, CEO of Objective Management Group, is also the author of Baseline Selling, which Jeremey recommends as one of the must-read books in the sales lexicon. In this episode, learn the 21 core competencies for modern selling, get tips on how to be an elite salesperson, and understand why Jeremey regards Dave as one of the godfathers of modern selling. Visit SalesLoft.com for show notes and insights from this episode.

Let’s stack the deck in your favor to hit your 2021 sales goals by leveraging Dave Kurlan’s Baseline Selling. It’s a great visual pipeline and what I have been using for about 15 years to hit our numbers. Of course, the real secret is REVERSE ENGINEERING so you are keeping your bases loaded (Pun intended, of course!).

To be a successful salesperson, you don't just have to want to have a desire to be successful, but the desire to be successful in sales. And you don't just have to want it badly. You have to be willing to do whatever it takes to achieve it. Chad Burmeister's brain when it comes to these things coincides perfectly with that of sales expert Dave Kurlan, who joins him in this insightful conversation. Listen in and learn what matters most in modern selling, what you should focus on as a sales professional or leader, and where AI comes into the picture to make things more data-driven and efficient.

Dave Kurlan is a Top-Rated Keynote Speaker at conferences like Inc. Magazine's Conference for Growing the Company, Sales & Marketing Management Magazine Conference, Fortune Sales & Marketing Summit, Inbound, and hundreds of industry conferences and events. Featured in countless newspapers, magazines, radio shows, and television programs. Baseline Selling was his best-selling book and his Award-winning Blog has won dozens of awards and he has published more than 1,800 articles there. He was inducted into the Sales & Marketing Hall of Fame in 2012.

In this episode of Contractor Radio, we will be talking with Sales Performance Expert, Dave Kurlan, the founder of Objective Management Group. Dave has not only created the most accurate sales skill and talent assessment ever but he is a master in the art of sales. Dave was inducted into the Sales and Marketing Hall of Fame in 2012!A Top-Rated Keynote Speaker at conferences like Inc. Magazine's Conference for Growing the Company, Sales & Marketing Management Magazine Conference, Fortune Sales & Marketing Summit, Inbound, and hundreds of industry conferences and events.Author of the best selling book, "Baseline Selling" and dozens of other accolades as an author, blogger, and just about everything on sales performance.2:04 Introduction10:45 Introverted Salespeople vs Extroverted Salespeople17:05 Will to Sell, Desire, and Motivation24:54 Sales DNA and Selling Competencies32:23 Door-to-Door Selling, Relationship Building, and Qualifying40:20 Objection Defeating Questions and The "I Need to Think About It" Objection43:15 Assessment Accuracy 46:25 Get in touch with Dave: http://www.omghub.com/salesdevelopmentblog47:30 What is Your Greatest Achievement?50:36 How Do You Want to Be Remembered?

Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm. Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum. Here are some of the topics covered in this episode: Dave’s secret tip to break the ice with prospects during cold-calls Top tips to make prospect qualification meetings more enjoyable and natural The best ways to establish emotional connections during cold-calls How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”   About the Guest:  Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015.  He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 - 2015. He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting. Dave has been a top-rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine's Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.   LinkedIn - https://www.linkedin.com/in/davekurlan/ Dave’s Award-Winning Blog - http://www.omghub.com/salesdevelopmentblog Email - dkurlan@objectivemanagement.com   Listen to more episodes of the Outside Sales Talk here and watch the video here!

Motivating salespeople is always important, but it’s even more important during this international pandemic brought on by COVID-19. There is still business out there, and salespeople can thrive, even, in this environment. 

If you're concerned about sales right now or how to motivate your sales team during this turbulent economic climate, tune in to this episode with PENTA CEO, Deborah Penta and International Sales Leadership Consultant, Dave Kurlan.

If you’re concerned about sales right now or how to motivate your sales team during this turbulent economic climate, tune in to this episode with PENTA CEO, Deborah Penta and International Sales Leadership Consultant, Dave Kurlan.

Dave Kurlan is a sales performance expert, writer of an award-winning blog, top-rated keynote speaker, best-selling author, radio show host, successful entrepreneur, and sales development industry pioneer. Dave is the founder and CEO of Objective Management Group (OMG), which is an industry leader in sales assessments and sales force evaluations. He is also the CEO of Kurlan & Associates, a leading sales leadership development and training firm. His two companies have appeared several times on the Inc. 5000. Dave has also written THREE books: "Mindless Selling", "Understanding the Sales Force", and the best-seller "Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball." But how did Dave get to where he is today? On this episode of Sales Secrets From The Top 1%, Dave explains his top secrets to sales success and how to start implementing them in your career immediately!

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.  

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.

Kevin Craine has Dave Kurlan, the author of "Baseline Selling" on #Bizcast. Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Learn more about your ad choices. Visit megaphone.fm/adchoices

Dave Kurlan | Lessons from Tom Brady's Big Comeback! by Enterprise Sales Podcast

Best-selling author of Baseline Selling, the voice behind the Understanding the Sales Force blog and Red Sox fan Dave Kurlan talks about what it takes to connect with VIP prospects.

Dave Kurlan, founder of Objective Management Group talks about the challenges salespeople face selling today and how to select the ones that can execute against those challenges.

Finding a good salesperson is always a challenge. Finding one that can sell in this economy only makes the task more daunting. Knowing what separates the top 5% of salespeople from the bottom 5% will give you a better understanding of how to identify and select those top performers. Listen to this podcast to hear Dave Kurlan discuss what you need to know in selecting a top salesperson in 2010. Kurlan is the Founder and CEO of Objective Management Group, Inc. the industry leader and pioneer of sales evaluations and sales force assessments. Kurlan’s insights come from data analyzing thousands of sales assessments his company runs each year. If you are hiring a salesperson this year this is the one show you don’t want to miss.