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Jan 18, 2025 | 
kurlanassociates.com | Dave Kurlan
With the holidays in the rear-view mirror, we can reflect on the time-honored tradition of gift giving. Whether you’re someone who gives a single gift or twenty gifts to your loved ones, the premise is the same. Figure out what they would like, find it, buy it at a store or online, get it home, wrap it, and put a bow on it. On Christmas eve or Christmas day, you present the gift. That’s the difference between getting ready to give a gift and the act of gift-giving.
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Jan 15, 2025 | 
kurlanassociates.com | Dave Kurlan
Posted by: Dave KurlanCategory: Understanding the Sales ForceDo you ever circle back, repurpose slide decks and proposals, become nostalgic, rewatch movies or TV series? When my son was small, he loved watching the same movies and shows over and over again. We watched The Lion King with him around one hundred times and Brother Bear another fifty times. When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year.
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Jan 9, 2025 | 
kurlanassociates.com | Dave Kurlan
Do you enjoy meeting celebrities? I’ve had the opportunity to meet some through chance encounters and when I was in the music industry in the late 70’s and early 80’s, it was arranged for me to meet many star musicians. One chance encounter I had was on an airline flight from Dallas to Boston when a country star, in the seat next to me, woke me for no apparent reason.
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Jan 7, 2025 | 
kurlanassociates.com | Dave Kurlan
Do you need a speaker? Click here for information on booking Kurlan & Associates, Inc. at your next event!
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Jan 3, 2025 | 
kurlanassociates.com | Dave Kurlan
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Dec 12, 2024 | 
kurlanassociates.com | Dave Kurlan
While in Church on Sunday, it hit me that while I’m still reading from the prayer book, the vast majority of the congregation knows the prayers and responses by rote. Why don’t I know the prayers and responses by rote? After being Jewish for the first 46 years of my life, I did not become Catholic until Easter of 2002. I have been learning the ropes for 22 years and the weekly repetition has not been enough for me to memorize the prayers as I could when I was younger. It’s the same in sales.
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Dec 11, 2024 | 
kurlanassociates.com | Dave Kurlan
On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place. Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005. It uses the metaphor of the baseball diamond to visualize the sales process and any corporate sales process can be overlaid, integrated or married to it, making it the most flexible sales process ever to be introduced.
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Dec 6, 2024 | 
kurlanassociates.com | Dave Kurlan
We attended Boston Ballet’s Performance of The Nutcracker on Sunday evening. We have been attending this performance, as a family, for nearly 23 years, a tradition my wife began that we all treasure each holiday season!I first wrote about The Nutcracker as an analogy to selling back in 2010 and have reposted it, along with annual updates, for the past thirteen years, with this article being the fifteenth annual Nutcracker article overall. I think the reread is well worth it.
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Nov 26, 2024 | 
kurlanassociates.com | Dave Kurlan
Randy Newman has written a lot of hit songs. The two most popular were probably Short People and I Love LA but he also wrote the music for Toy Story and Monsters, Inc. In 1970, Three Dog Night recorded one of his songs called Mama Told Me (Not to Come). If you don’t remember or weren’t around to hear one of the first hits of the 1970’s, you should probably watch/listen to the song, Mama Told Me (Not to Come) below and pay attention to the words in the chorus. There is so much going on here.
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Nov 23, 2024 | 
kurlanassociates.com | Dave Kurlan
Posted by: Dave KurlanCategory: Understanding the Sales ForceThis is my third article using the Bible as an analogy to sales and I am currently reading Numbers. What is Numbers if not God’s mandate to Moses about, well, the required numbers for success? While there are several business leaders who can be credited for the creation and development of KPIs (Key Performance Indicators) or metrics, the earliest evidence of KPIs goes back to the 1870’s.
