It is always a great day when I can speak with a long time sales scientist with the insight of Dave Kurlan. If you know anything about B2B sales development, you should know who Dave is.
His company, Objective Management Group, is the Pioneer and Industry Leader in sales force evaluations and sales candidate screening. Dave keeps busy improving upon the discoveries he and his team have made over 30 years of research working with over a million sales reps. One million.
Dave discovered 21 core competencies of top sellers. He writes, speaks, and teaches about how good sales leadership can impact a sales team and how great Sales DNA is critical for success in selling.
In this interview, Dave and I discuss the state of sales reps and sales leadership.
Dave is a prolific blogger on sales and sales leadership. In addition to hearing our conversation, check out a couple of these blog posts he’s written:
Lori Richardson helps mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. She speaks at CEO groups on topics of sales growth. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Subscribe to the award-winning blog, follow her on Twitter Increase Opportunities. Expand Your Pipeline. Close More Deals. Develop Sales Leaders