Search Results
-
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.
-
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
-
Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins
- July 9, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
The Red Sox turned young players into stars with one-on-one coaching, and your sales team can too. Learn why group coaching falls short and how personalized coaching can boost revenue by up to 42%. Ready to hit a sales home run?
-
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.
-
New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10%
- May 24, 2025
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, 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.
-
Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
- May 19, 2025
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Process, Understanding the Sales Force
Planting a fruit tree requires five simple steps in the right order—mess it up, and you’re left with dirt. Sales is no different, yet only 34% of salespeople follow a structured process. From mistaking methodologies for processes to winging it, discover why salespeople ditch the roadmap and how a proper sales process can boost revenue by 20%.
-
Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics
- May 15, 2025
- Posted by: Dave Kurlan
- Categories: Analogies, 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.
-
MLB’s Replay Center Offers Lessons for the Sales Call Debrief
- May 4, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Understanding the Sales Force
Think an MLB Replay Center and a sales call debrief have nothing in common? Think again. Both dissect critical moments with precision, from context to execution, to get the call right. Discover how a sales manager’s review mirrors baseball’s high-stakes analysis—and why precision is the key to winning in both games.
-
10 Rules for Successful Sales Training and Revenue Growth
- March 17, 2025
- Posted by: Dave Kurlan
- Categories: Books, Movies, Theater and Television, Understanding the Sales Force
The truth is that even the most media-rich, entertaining, engaging, memorable sales training can’t come close to holding people’s attention when compared to a series like “24.”
That’s why it is imperative that companies follow my top 10 rules for a successful sales training outcomes:
-
10 Cringy Things Salespeople Do and 7 Reasons Why They Do It
- March 13, 2025
- Posted by: Dave Kurlan
- Categories: Books, Movies, Theater and Television, Understanding the Sales Force
Salespeople are responsible for a lot of cringy selling. In this article I share what I believe are the ten things salespeople do to elicit cringy reactions from their prospects and the top seven reasons for why half of all salespeople cause the cringe.
