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The $370 Fuse: Broken Trash Compactor Offers Lessons to Fix Sales Problems

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

A $1 blown fuse cost me $370 in service fees because I misdiagnosed the problem. Sound familiar? Sales leaders often do the same thing—blaming negotiating, closing, prospecting, or new business acquisition—when the real issues are deeper: poor qualifying, weak differentiation, missing KPIs, and lack of accountability. Stop treating symptoms and start solving root causes.

8 Cold Calling Lessons from Matthew (The Biblical Sales Team, Part 6)

November 17, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In the sixth installment of the Biblical Sales Team series, we dive into Matthew chapter 10, where Jesus sends out his disciples to spread the word. Drawing parallels to modern sales, discover 8 timeless lessons for cold calling success: from smart targeting and seeking referrals to handling rejection like a pro and prioritizing low-hanging fruit. Whether you’re knocking on doors or picking up the phone, these ancient insights remind us that effective prospecting beats automated emails every time. Plus, why demos should wait for qualified leads and how to craft a killer positioning statement.

How Salespeople Can Differentiate Themselves with Their Introduction

November 4, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Discover how adopting a catchy moniker—like my new “Sales Analogy King”—can set you apart in sales intros. Inspired by Verne Harnish and a “Tree-Stump Guy” hire, this reflective piece explores personal branding, legacy, and uncovering hidden talent with assessments like OMG.

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.

Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)

October 12, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Discover how baseball’s evolving stats mirror the need for relentless sales grit. Drawing from real CEO and VP insights, explore why most salespeople fall short on commitment, perseverance, and more—and what it takes to elevate your team.

Top 5 Ways to Stop Striking Out on Your Sales Forecasts

September 21, 2025
Posted by: Dave Kurlan
Category: 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.

Revolutionizing Sales Forecasting with a Baseball Twist

September 12, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Discover the “Power Alley,” a revolutionary sales forecasting strategy inspired by baseball. Learn how this KPI aligns pipeline, forecast, and revenue to boost accountability and solve CEOs’ biggest frustration.

How to Spark the Sales Equivalent of a 10-Game Winning Streak

July 13, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Success breeds success: Just like the Red Sox’s 10-game winning streak after trading Rafael Devers, sales teams ignite when B and C players start closing deals, pushing everyone—including top performers—to elevate their game. Learn how effective training boosts revenue by 28-42%, with real client results like growing from $24M to $68M in 12 months.

New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10%

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

New 2025 data reveals a staggering 619% performance gap between the top 10% and bottom 10% of salespeople. While top performers excel in competencies like Relationship Building and Consultative Selling, they’re slipping in areas like Hunting and Closing, influenced by COVID and economic challenges. Dive into the 21 Sales Core Competencies to understand why—and what to do about it.

Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics

May 15, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In this thought-provoking article, the author questions outdated traditions in automotive and sales industries. From measuring car engine power in horsepower—a term rooted in the 1700s—to gas prices still ending in 9/10 cents, the piece challenges why we cling to archaic practices. It also critiques sales tactics, like pitching over consultative selling, excessive proposals, and weak follow-up questions, urging a shift to modern, effective strategies for 2025.