elite salespeople
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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
…We start the article with a quick baseball lesson/analogy. If that’s not what you feel like reading right off the bat, skip the first paragraph and read from the second paragraph.
I’m still learning about some of the newest baseball
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Elite Salespeople are 200% Better in These 3 Sales Competencies
- July 23, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Professional athletes have one trait in common – they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with
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Distraction, Engagement, and Selling with Great Efficiency
- October 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What do you do when a call or meeting cancels unexpectedly?
The choices come from two categories:
- Distract
- Engage
Distract includes catching up on your reading, browsing the net, stepping out for a beverage and/or snack, making a social call,
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What it Takes to be an Elite (Top 7%) Salesperson
- October 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week I received a call from a young, motivated salesperson – we’ll call him Jim – who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he
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Tech Buyer Explains Why He Has No Use for Salespeople – Must Read
- July 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You’ll need to read that
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Preppers – Who They are and What They Share with Elite Salespeople
- March 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I just finished reading Ted Kopel’s new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While