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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

A confident mid-50s CEO in a navy suit sits at a modern executive desk in a bright corner office, leaning forward with a focused, slightly skeptical expression as he looks directly at the viewer. On the desk are a laptop displaying sales pipeline charts and a notepad with handwritten notes including “Why 72% miss quota?”, creating a professional and thought-provoking business scene.

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.

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

My son's intense batting cage sessions that taught me what real deliberate practice looks like in sales coaching

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.

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

March 12, 2026
Posted by: Dave Kurlan
Categories: Analogies, 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 Dave Kurlan shares why ‘finalizing’ replaces outdated closing, how fluid scoring and proper staging fix broken pipelines, and why buyer journeys need real discovery, not facilitation.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.

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

Businessman in suit striking out at baseball plate with umpire making dramatic out sign, illustrating fatal flaw in strong salespeople

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.

How to Lock Competitors Out of Your Biggest Deals

February 2, 2026
Posted by: Dave Kurlan
Categories: Analogies, Understanding the Sales Force

Massive bank vault door symbolizing secure protection for high-value sales deals

In sales, your biggest deals deserve vault-level protection. Using a simple lock-to-vault analogy, learn why closable opportunities are your most valuable assets—and exactly how to lock the competition out for good.

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

January 12, 2026
Posted by: Dave Kurlan
Categories: Analogies, 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
Categories: Bible and Sales, 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
Categories: Analogies, 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
Categories: Music and Sales, 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.