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Top 10 Reasons Consultative Sellers Outsell Everyone Else

October 1, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?

There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.

So what do they do? Here are the top ten things they do:

Dave Kurlan’s 20 Keys to Sales Mastery: How to Become an Elite Salesperson

April 13, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Young man riding a green motorized clay tennis court roller early in the morning, repairing wet courts after a rainstorm – illustrating Dave Kurlan’s “do whatever it takes” mindset from his sales mastery story

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.

Coaching and The Truth About AI in Sales: Great at “Or,” Terrible at “And”

March 19, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Futuristic AI robot holding smartphone with neural network data and code in background, symbolizing strengths and limitations of AI in sales prospecting

Attention C-Suite! Revenue by Salesperson is Faulty Data

March 16, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

C-suite executives in boardroom analyzing faulty revenue by salesperson data with charts and trimmed mean insights to uncover hidden sales performance problems

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
Category: Understanding the Sales Force

Salesperson hearing the prospect’s voice on a sales call – silencing distractions for better discovery

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.

Sound Check for Sales: 3 Best Practices That Need a 2026 Overhaul

March 12, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Dave Kurlan at a podium microphone doing a sound check for sales best practices, with speech bubble saying 'check, check, testing 123' – 2026 sales overhaul article header

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.

Vultures or the Trusted Name in Sales Training?

March 2, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Cartoon vulture flying like an advertising blimp with a large banner across its side reading "Sales Training Options"

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.

Biased Polls and Poor Sales Questions: 83% of Salespeople Fail at This

January 29, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

OMG data showing only 17% of salespeople strong in consultative selling questions, displayed on business dashboard

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.

The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas

October 24, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I dug through 20 years of blog posts to compile every sales trait, competency, attribute, characteristic, element, component and desirable skill I’ve ever written about. From the 21 Sales Core Competencies to Steve Jobs’ deal-making magic, this cheat sheet is your roadmap to elite selling—packed with data, humor, and no-BS advice to up your sales game.

How Half-Measures in Your Sales Process Can Kill Your Win Rate

October 15, 2025
Posted by: Dave Kurlan
Category: 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.