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Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins

July 9, 2025
Posted by: Dave Kurlan
Category: 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
Category: 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
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.

Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)

May 19, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Split-screen graphic of barren tree vs thriving fruit tree showing structured sales process benefits

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
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In this thought-provoking article, the author questions outdated traditions in automotive and sales industries.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.

MLB’s Replay Center Offers Lessons for the Sales Call Debrief

May 4, 2025
Posted by: Dave Kurlan
Category: 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
Category: 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
Category: 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.

6 Benefits From Incorporating C2MPE in Your Selling Efforts

February 10, 2025
Posted by: Dave Kurlan
Category: Understanding the Sales Force

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. You could also say that the Kanas City Chiefs made it clear that they lacked that same urgency.

While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency.

Urgency arises from a combination of the following five factors which together, I call C2MPE: