Dave Kurlan

Recently, I wrote an article about hiring salespeople based on the Shania Twain song, Don’t Impress Me Much.  Coincidentally, the sales hiring advice … [Read more...] about Poison Ivy and 2 Powerful Lessons for Hiring Salespeople

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in … [Read more...] about My Key to Building a Strong, Sustainable, Sales Pipeline

I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play.  I hadn’t heard that song in at least … [Read more...] about Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople

When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, … [Read more...] about How to Master the Sales Discovery Call

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. The article was incomplete because while it … [Read more...] about Executive Leadership is the Key to a Lasting and Successful Sales Transformation

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: … [Read more...] about Use a Custom Sales Process to Increase Sales by More Than 28%