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!