Dave Kurlan
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Sound Check for Sales: 3 Best Practices That Need a 2026 Overhaul
- March 12, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales closing is dead—time for a 2026 overhaul. Dave Kurlan shares why ‘finalizing’ replaces outdated closing, how fluid scoring and proper staging fix broken pipelines, and why buyer journeys need real discovery, not facilitation. No-BS tips to boost forecasts, shorten cycles, and win more.
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Another Top Sales Blog Award
- March 11, 2026
- Posted by: Dave Kurlan
- Category: News
Thrilled (and a bit humbled) to share that my blog has been named to Feedspot’s Top 100 Sales Blogs for 2026!
It’s not the flashiest award on my shelf, but it’s meaningful—recognition from a platform that surfaces the best voices in sales every day. Huge thanks to the Feedspot team for curating this list based on relevance, expertise, freshness, and real impact.
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Mindset Matters: How the Songs in Your Head Shape Your Sales Success
- March 9, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What songs are playing in your head before a big B2B sales call? Discover how song titles shape your sales mindset — plus the exact Spotify playlist I use to get pumped and close more deals.
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Vultures or the Trusted Name in Sales Training?
- March 2, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tired of Sandler, Challenger, SPIN, or Value Selling not delivering? Discover why companies turn to Baseline Selling after those methodologies fall short—and why it’s not vulturing, it’s expertise.
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Scarred for Life: Sales Lessons That Make Your Company Unstoppable
- February 23, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a Steely Dan tune came on the radio, it got me thinking about how they tried to be all things to all people — jazz chords, pure rock, easy listening — and ended up respected by no one. Same fate hit George Benson and Al Jarreau when they crossed over.
One year after my quadruple bypass left me scarred for life, I realized sales has the exact same scars: chasing the wrong-size deals out of ego, staring at an empty pipeline, over-facilitating prospects, and misalignment with the real decision maker.
Get properly scarred for life and those painful mistakes will never happen again. -
OMG Names Kurlan & Associates a Diamond Winner for 2025 Performance
- February 17, 2026
- Posted by: Dave Kurlan
- Category: News
Objective Management Group has given the Diamond Award, it’s top performance award, to Kurlan & Associates for its tremendous performance in sales, expertise and fulfillment. The Kurlan team is proud to receive this award again and notes that it has been a top OMG Partner for each of the past 35 years.
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The Fatal Flaw that Causes Strong Salespeople to Strike Out
- February 16, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Discover the hidden fatal flaw that turns strong, high-performing salespeople into strikeout artists. Even top hitters like Babe Ruth racked up Ks—same goes for sales pros who score too high on “Doesn’t Need Approval” without relationship-building skills. Don’t hire the danger zone combo.
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The Biblical Sales Force Part 7 – Blessed Are the Prospectors
- February 9, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Does the Bible reward hard work and prospecting? Explore how diligence pays off in sales, with verses from Matthew, Proverbs, Torah, and Quran. Dave Kurlan shares 40+ years of insights.
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How to Lock Competitors Out of Your Biggest Deals
- February 2, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In sales, your biggest deals deserve vault-level protection. Using a simple lock-to-vault analogy, learn why closable opportunities are your most valuable assets—and exactly how to lock the competition out for good.
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Biased Polls and Poor Sales Questions: 83% of Salespeople Fail at This
- January 29, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
New OMG data reveals only 17% of salespeople are strong in Consultative Selling—especially at asking great, tough questions. See how biased poll questions mirror weak sales probes, and why specific competitor-weakness questions win more deals. Percentile breakdowns + fixes inside.