Best Top 10 Lists
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What CEOs Need to Know About Their Sales Teams
- June 16, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Baseball and Sales, Best Top 10 Lists, Sales Pipeline and Forecast, Sales Process, Understanding the Sales Force
When it comes to sales, CEOs don’t know what they don’t know. This is the article where you can understand what to expect from your sales team.
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Top 13 Reasons You Lose Sales to the Competition and What to Do About it
- June 15, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Best Top 10 Lists, Understanding the Sales Force
A youth baseball tournament shows why sales teams lose winnable deals to competitors. Discover the top reasons win rates swing wildly, the hidden buyer biases at play, and how to know which opportunities are truly worth pursuing.
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Top 20 Reasons Salespeople Miss Quota and How to Fix it
- June 12, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Baseball and Sales, Best Top 10 Lists, Sales Process, Understanding the Sales Force
People have been babying me since my bypass — and sales leaders are babying their teams the same way by lowering quotas. Here are the Top 20 Reasons Salespeople Miss Quota and exactly how to fix it instead of making excuses. No more false wins. Time to run the bases the right way.
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Why Chasing Whales is Killing Your Sales Pipeline – The Bob Chronicles Part 9 (10 Brutal Truths)
- May 15, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Bob Chronicles, Sales Pipeline and Forecast, Understanding the Sales Force
Bob’s pipeline was loaded with whales again. Sound familiar? In this article I break down the 10 brutal truths about why chasing big deals is quietly killing most sales pipelines — from skewed forecasts and low margins to terrible closing rates. If you’re tired of hoping whales will save your quarter, this one’s for you.
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10 Questions Every CEO Must Answer to Increase Revenue Today
- April 17, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Sales Compensation, Understanding the Sales Force
Google Search Console revealed what CEOs are actually searching for. It’s not closing tricks or AI hype — it’s the foundational issues holding revenue back. Here are 10 questions every CEO must answer to drive real growth today.
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Dave Kurlan’s 20 Keys to Sales Mastery: How to Become an Elite Salesperson
- April 13, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Music and Sales, Understanding the Sales Force
Discover Dave Kurlan’s 20 practical keys to sales mastery, drawn from decades of experience and OMG’s nearly 3 million assessments. Learn how the top 5% of salespeople think, practice, and outperform everyone else with consultative selling, disciplined habits, and a relentless “do whatever it takes” mindset. Start improving your win rate, deal size, and results today.
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Top 10 Sales Best Practices Ignored by Sales Teams
- March 27, 2026
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Understanding the Sales Force
Suppose a new parent brought their baby home for the first time. Their new responsibilities include having properly fastened car seats, scheduled feedings and diaper changes, burping, bathing, holding, rocking, nurturing, strolling, talking, teaching, playing, and more.
What would you say to a new parent who chose to avoid responsibilities like the car seat, feedings, and diaper changes? What would you say if you learned they weren’t holding and bathing their new-born? What would you do if they didn’t hold, rock, and nurture their infant?
Best Practices, by definition, are the responsibilities, steps, tasks, behaviors, processes, and systems that are proven to achieve the best results. Unfortunately, many people confuse best practices with the practices that are most comfortable, convenient, or simple for them to do.
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The Fatal Flaw that Causes Strong Salespeople to Strike Out
- February 16, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Best Top 10 Lists, Sales Data and Science, 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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Biased Polls and Poor Sales Questions: 83% of Salespeople Fail at This
- January 29, 2026
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Politics and Sales, Sales Assessments Compared, 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.
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Top 5 Ways to Stop Striking Out on Your Sales Forecasts
- September 21, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Best Top 10 Lists, Sales Pipeline and Forecast, Understanding the Sales Force
The Boston Red Sox are whiffing 62% of their bases-loaded, no-outs chances—way worse than the MLB’s 15% fail rate. Sound like your sales pipeline? Discover why high-probability deals fizzle out and how to fix it with five key strategies, from robust qualifying to predictive scorecards.
