Sales Process
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The Deadbolt Test: What Looks Fine on Your Sales Team From Three Feet Away
- September 7, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Compensation, Sales Pipeline and Forecast, Sales Process, Understanding the Sales Force
From three feet away, most sales teams look locked. Get up close and the deadbolt doesn’t line up. Ten places the door is theater, and a simple test for how easy it would be to kick in.
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There Is No Sales Equity: Why Sales Training Methods Don’t Produce the Same Results
- September 1, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Process, Understanding the Sales Force
Dinner has a dozen paths and one meal. That’s Food Equity. Developing a sales team looks the same and isn’t. There is no Sales Equity — the method you pick does not produce the same outcome. Here’s why, and which mix actually changes results.
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The Biblical Sales Force Part 8: Qualification
- August 17, 2026
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Sales Process, Understanding the Sales Force
Most sales teams treat qualification as a checkbox. The Canaanite woman in Matthew 15 shows why that approach fails—and what actually separates a Marketing Qualified Lead from a real opportunity.
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From the Vault – 130 Additional Articles on Sales and Sales Leadership
- June 26, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Politics and Sales, Sales Compensation, Sales Pipeline and Forecast, Sales Process, Understanding the Sales Force
I discovered more than 125 articles that were published in various magazines over the years, many of them in Top Sales Magazine, where I have been a regular contributor for more than 15 years, as well as Selling Power, TED Magazine, Smart Selling and others. They are listed in no particular order, with links (as they become available) to each article. Most are shorter articles – 400 or 800 words – than those I write for Understanding the Sales Force and some go back to 20006. Come back often as more links are added every day!
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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 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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25 Factors Indicative of a Strong Sales Culture
- May 11, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Music and Sales, Sales Compensation, Sales Process, Understanding the Sales Force
Executives love the idea of a sales transformation until it’s time to actually change. Here are 25 proven factors that separate a truly strong sales culture from one that’s stuck making excuses.
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How Half-Measures in Your Sales Process Can Kill Your Win Rate
- October 15, 2025
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Sales Process, Understanding the Sales Force
Dr. Charles Stanley’s take on The Lord’s Prayer sparked a revelation: just like prayer, a sales process needs belief and intent to work. Too many companies compromise, settling for “good enough” results. Learn how a no-compromise approach with Baseline Selling doubled win rates for clients, including a $24M-to-$65M Oracle acquisition, and how it can boost your win rate by 30% or more—guaranteed.
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The Importance of Failing to Reach Decision Makers Early in the Sales Process
- October 15, 2025
- Posted by: Dave Kurlan
- Categories: Sales Process, Understanding the Sales Force
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The 20-Year Legacy of Baseline Selling: Why Its Sales Process Still Wins in 2025
- July 1, 2025
- Posted by: Dave Kurlan
- Categories: Sales Process, Understanding the Sales Force
Celebrating 20 years of Baseline Selling, this article dives into why its staged, buyer-focused sales process remains the most complete framework for predictable, repeatable sales success. From its baseball-inspired origins to its seamless CRM integration with Membrain, discover why Baseline Selling outshines other methodologies.
