Dave Kurlan
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Too Many Sales Metrics? How to Choose One KPI That Drives Revenue
- May 12, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Too many sales metrics? Between your CRM and dashboard, it feels like information overload. Here’s how to choose the one KPI that actually drives revenue — just like focusing on arrival time instead of 14 screaming gauges in your car.
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25 Factors Indicative of a Strong Sales Culture
- May 11, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Executives love the idea of a sales transformation until it’s time to actually change. Here are 25 proven factors that separate a truly strong sales culture from one that’s stuck making excuses.
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How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts
- May 4, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Two Hollies songs playing simultaneously on SiriusXM? A rare lucky break. The same thing happens in sales every day. See how baseball’s xBA metric helps you separate skill from luck in your pipeline and dramatically improve forecasting accuracy.
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CEO/Sales Leadership Reality Check: Are You Investing in What Makes You Look Good… or What Actually Drives Revenue?
- April 30, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies rubber-stamp massive AI budgets but do a complete about-face when asked to invest in sales training or coaching. Discover why this happens and a low-risk way to turn your worst salespeople into producers — including real math and a built-in pilot test.
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Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
- April 27, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Struggling with inconsistent sales meetings? See why cold emails from lead-gen companies fail (with real examples) and discover the proven method that actually grows your B2B sales pipeline — picking up the phone. Learn what works and what doesn’t in 2026.
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Worst to First: How Sales Teams and Salespeople Can Turn It Around
- April 23, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Discover how sales teams go from middle-of-the-pack to first place. Learn why leadership changes and culture shifts are the real keys to turning around veteran performance and hitting record revenue.
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10 Questions Every CEO Must Answer to Increase Revenue Today
- April 17, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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.
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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
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.
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Why Your Sales Team Needs Veteran Story Hour: Lessons from the Red Sox
- April 4, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At a recent event, my wife and I heard hilarious and meaningful stories from three members of the 1986 Boston Red Sox — pitchers Bob Stanley and Bruce Hurst, and shortstop Spike Owen. It was nostalgic, fun, and powerful.
Why don’t more sales organizations do the same? Why not ask their best, most successful, veteran, and retired salespeople to spend an hour sharing meaningful, memorable, and even hilarious stories with the current team? It costs nothing, it’s not difficult or scary, and it delivers real results. -
The Baseball Dad Lesson That Made Me a Better Sales Coach
- April 1, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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.