You know the story. COVID-19 came, everyone had to sell virtually. The amount of virtual sales outreach exploded. And now, with sales teams across the globe feeling the pinch of a tight economy, it hasn’t relented. Buyers have had enough. Reply rates have plummeted, email providers are increasingly marking sales outreach as spam, and the gap between seller and buyer has never felt wider. And we haven’t even mentioned AI, which could take this to a whole new level.

While Kurlan & Associates has successfully helped thousands of companies optimize their sales functions, performance and maximize revenue generation, there have been a number of companies which, instead of getting our help, or the help of another sales consultancy, decided to do nothing. In most cases it was because they either didn’t want to upset anyone, thought they could do it themselves, or thought their mediocre growth didn’t need improvement. In other cases the fear of change was simply too paralyzing for the decision makers and they “couldn’t commit” to making the necessary changes.

A functional organization requires capable and engaged leaders at every level; from senior executives to front-line managers, engaged leaders can elevate daily operations and accelerate big-picture initiatives. Yet one of the main challenges learning and development (L&D) organizations face is tailoring training to leaders at different levels. Raising great leaders doesn’t happen by accident. It requires structured and individualized training throughout a leader’s career.

Starting a business requires a delicate balance of risk, passion, intel, research and confidence in yourself. You have to trust your instinct — and rest on the hard work you've done to prepare for business growth. You also have to weigh potential risks against the confidence and belief that you have what it takes to succeed. I know this dance well; I've started over 300 businesses.

Most of us can remember a couple of favorite ads. They’re funny, clever, thoughtful. Creativity can delight, even inspire. But does it generate business value? The short answer is yes. That conclusion came through clearly in McKinsey’s analysis of one widely recognized proxy for creativity. To have a quantitative measure that could be used to examine the linkage between creativity and business performance, we developed the Award Creativity Score (ACS)

As potential use cases for artificial intelligence continue to emerge, professionals across industries are discovering resourceful ways to leverage it to optimize their workflows. In the world of coaching, leaders are using AI to improve the efficacy and impact of their coaching methods and empower their clients to achieve their goals.

You're likely not as targeted in growing your business as you think. Most service-based business development efforts are too diffuse. You have too many vague opportunities without a clear, actionable path to increase your chances of winning any of them. Your team is smart, dedicated, and hard-working -- but their efforts aren't resulting in meaningful progress.

Let’s start with the most important stats: 75% of professionals are already using AI. This is a new trend, as 46% of professionals started using it less than six months ago. 79% of leaders agree that their company needs to adopt AI to stay competitive, but 60% of leaders worry their organization lacks a plan and vision to implement AI.

Selling often means speaking to people who've never heard of you. You might think of them as "cold leads," which is a bit impersonal. After all, they might very well become your best customers — in time. The problem is credibility. Without it, customers won't be receptive to your sales pitch.

Roger Federer is going viral. This time, it's not for a tennis victory. Rather, it's for his remarkable commencement address, which he delivered on Sunday to the 2024 graduating class of Dartmouth College. Federer's speech is an amazing case study in emotional intelligent speaking: It's funny, motivating, inspiring. It's emotionally moving. And most important, it has valuable takeaways--

HR teams play a crucial role in driving organizational success. By strategically aligning talent management with business objectives, HR professionals can unlock the full potential of their workforce and drive growth. To do this, it's essential to attract and retain top talent, as well as foster a culture of continuous improvement and innovation.

TikTok is seeing an increasing trend among all too many workers: #boredatwork. This one hashtag has over 200,000 videos attached to it, clips often using humor to expose the otherwise depressing culture of underwhelming in the workplace. Many of the clips are of people stirring the pot – workers engaged in small acts of mischief in an effort to disrupt the monotony of the workday.

In the ever-evolving realm of sales, the conventional pursuit of securing a “yes” may often lead to frustration and missed opportunities. This article focuses on the art of analyzing prospect responses reclassify a successful pitch with receiving an answer rather than just a “yes”.

Within your organization, you may have noticed that top performers are meticulous planners. They understand that success doesn’t happen by chance and, as a result, they spend time at the beginning of the sales process preparing a well-thought-out strategy for “planning to win.” In our previous article, we explored the importance of understanding what matters most to your customer’s key stakeholders

Starbucks customers say lines are getting long, and the wait times are probably making customers cranky as they wait 15 minutes or more for their coffee. But Starbucks says everything is fine--and that its staffing algorithm, which supposedly led to the line issue, is "upgraded," along with the company's staffing policies.

Micromanaging might not seem like a crucial workplace issue, but it can destroy a team’s morale, engagement, and productivity if left unchecked. We’ve shared how micromanagement affects employees, but that’s only one side of the story. What circumstances cause a leader to become a micromanager? Can they change that behavior for the better?

Leaders constantly say they want employees with innovative ideas who can revolutionize products and processes. The good news is that there’s a big pool of start-up founders and entrepreneurial-minded people who have made their careers coming up with interesting ideas. The bad news is that these candidates often can’t get a job interview. Researchers at Rutgers University recently asked recruiters to evaluate mock résumés for candidates with comparable levels of education and experience in traditional companies, start-ups, or both.

Many situations arise in everyday life where individuals must express disagreement, whether it’s about making pivotal decisions at work with a business partner or navigating ideological differences with loved ones. Disagreement is often inevitable in relationships and can even be healthy, as it allows us to learn more about ourselves and others.

My social media algorithms would probably find me a confusing individual. One day, I'm left-leaning; the next, I'm right-leaning. One day, I'm watching a YouTuber who vehemently disagrees with another YouTuber who's been on my view list for the past few months.

But it's intentional.

Fred Diamond‘s work at the Institute for Excellence in Sales (IES) and advocacy for Lyme disease awareness highlight how personal challenges can enhance one’s professional capabilities. In a recent conversation with Collin Stewart on the Predictable Revenue podcast, Fred shared how an unusual path involving his battle with Lyme disease made him a better sales leader.