Dave Kurlan
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The 42 Best Sales and Sales Leadership Articles, Videos and Innovations of 2025
- December 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today’s post marks my twentieth year writing sales thought leadership articles on Understanding the Sales Force.
Each December, I reveal the Top 10 Articles and usually include the 10 that you liked the most (based on views, comments, likes and
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The Nutcracker Ballet Has 3 Relevant Sales Competencies
- December 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We will attend Boston Ballet’s Performance of The Nutcracker again this year.
We have been attending this performance as a family for nearly 24 years, a tradition my wife began to make sure we treasure each holiday season!
I first
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2025 in Review
- December 8, 2025
- Posted by: Dave Kurlan
- Category: News
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Why 72% of Sales Reps Miss Quota: The Participation Trophy PTSD in the C-Suite
- December 5, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Around 16 years ago, our son was crushing it on his Single A, 7-year-old baseball team. As the season drew to a close, we were notified that there would be an awards ceremony at the field and Michael would be
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The Key to Account Retention: Be More Like Dinger
- December 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…On a typical day, our 8-year-old Golden Doodle, Dinger (article on Dinger’s Listening Skills) lays on the floor and makes no attempt to get on any of our furniture.
Our 23-year-old son was home for the Thanksgiving holiday,
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Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
- December 1, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over Thanksgiving, my 23-year-old son was explaining the difference between two private high schools he attended. He said a typical day at the first high school went something like:
45-minute Break
2-hour Class
45-minute Study Hall
1-hour Lunch
45-minute Break
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Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery
- November 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When Monday morning arrived and I didn’t have an article ready to go live, it was the first time that ever happened to me (except during February/March recovery from surgery). Lacking a pipeline of article ideas is new to me
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8 Cold Calling Lessons from Matthew (The Biblical Sales Team, Part 6)
- November 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the 6th installment in my sporadic series on the Biblical Sales Team. Six installments puts me squarely alongside Hollywood’s most resilient franchises—Rambo, Rocky, Halloween, Harry Potter, Fast & Furious… and now, the Biblical Sales Team.
Previous installments can
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From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
- November 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to have mastery in the 21 Sales Core Competencies by the time they are hired? Let’s use sports as an
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How a Trip Back 50 Years Uncovered my Secret to Sales Success
- November 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A few minutes ago I had an “aha” moment when I realized that pattern recognition is one of my unconscious secret weapons. It’s that sense when things just don’t line up, or when connections pop out of nowhere. Believe it