Episode #026: Dave Kurlan

Sales DNA


Dave Kurlan

Dave Kurlan is an award-winning Sales Blogger, a Top-Rated Speaker, a Best-Selling author and a 2012 inductee into the Sales & Marketing Hall of Fame. He is also the CEO of Objective Management Group which is global sales assessment company.

Key Takeaways From This Episode

[00.45] The Doctor of Sales is in the House – Dave shares his journey into sales from an aspiring career in medicine.

[03.11] How is Selling going to Change in the Future  – Sales people are becoming obsolete if they are not bringing value, ‘the salesperson has to be the value’.

[08.30] The Key Attributes of a Modern Successful Sales Professional – Sales DNA, The will to sell, their motivation to sell. The absence of self-limiting-beliefs.

[11.57] Dave’s Top Three Sales Do’s and Don’ts – Ask a lot of questions, have the tough conversation, when things aren’t going the right way, try another approach.

[12.30] Dave’s Most Satisfying Sales Pursuit and Lesson – Dave hates to lose, his great lessons have come from the losses in his career.

[15.16] Dave’s Advice to His Younger Self – Take it more seriously, because you are going to be doing this for the rest of your life.

More About Dave

What is your all time favourite sales-related movie?
Tommy Boy

Favourite sales related quote?
Successful people are successful because they form the form the habits of doing those things that failures don’t like to do – Albert Gray

Which sales book has had the most positive impact on you?
The Way of the Peaceful Warrior – Dan Millman

Who or What inspires you?
My Son, He has Spirit and Talent and My Wife, who is the smartest person I know.

What aspect of your own personal development are you most focussed on improving at the moment?

Hobbies, Interests?
Watching and filming my son play baseball and basketball