Understanding the Sales Force
-
Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
- April 27, 2026
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
Struggling with inconsistent sales meetings? See why cold emails from lead-gen companies fail (with real examples) and discover the proven method that actually grows your B2B sales pipeline — picking up the phone. Learn what works and what doesn’t in 2026.
-
Worst to First: How Sales Teams and Salespeople Can Turn It Around
- April 23, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
Discover how sales teams go from middle-of-the-pack to first place. Learn why leadership changes and culture shifts are the real keys to turning around veteran performance and hitting record revenue.
-
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.
-
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.
-
Why Your Sales Team Needs Veteran Story Hour: Lessons from the Red Sox
- April 4, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
At a recent event, my wife and I heard hilarious and meaningful stories from three members of the 1986 Boston Red Sox — pitchers Bob Stanley and Bruce Hurst, and shortstop Spike Owen. It was nostalgic, fun, and powerful.
Why don’t more sales organizations do the same? Why not ask their best, most successful, veteran, and retired salespeople to spend an hour sharing meaningful, memorable, and even hilarious stories with the current team? It costs nothing, it’s not difficult or scary, and it delivers real results. -
The Baseball Dad Lesson That Made Me a Better Sales Coach
- April 1, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
How my son’s intense baseball training taught me the real secret to becoming an elite real-time sales coach. From hardcore introvert to mastering live role plays and in-the-moment coaching — with practical first steps for sales leaders.
-
Coaching and The Truth About AI in Sales: Great at “Or,” Terrible at “And”
- March 19, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
-
Why You Don’t Convert More Leads to Sales
- March 17, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Learn how to optimize your LinkedIn presence in 2026: Choose the best content format (short posts, long-form, carousels, videos) using 8 variables like algorithm dwell time, goals, demographics, and effort. Sales leadership insights inside.
-
Attention C-Suite! Revenue by Salesperson is Faulty Data
- March 16, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Attention C-Suite: Raw revenue by salesperson is often faulty data—like ignoring outliers in judging. Apply a trimmed mean lens to uncover hidden truths (inherited accounts, one-off deals), diagnose real effectiveness, and unlock 33% revenue growth via smart training & coaching.
-
Why Only 27% of Salespeople Hear the Voice That Matters
- March 12, 2026
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Whose voice are you hearing when you’re on a sales call—yours, your coach’s, God’s… or your prospect’s? Most reps never hear the one that actually matters. Here’s why that’s killing their discovery, how the top 10% do it differently, and the simple move that turns you into the person who finally gets the buyer.
