Need for Approval
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Why Salespeople Need to be More Like Ducks, Less Like Owls
- August 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is my first day back from vacation, so the article is a purposely short.
It was a perfect day and we were walking the wharf at a nice, cozy harbor when saw some ducks on the transom of a
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How to Hire the Right Salespeople Using This Jeep vs. Infiniti Analogy
- October 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Before I purchased my first Jaguar, my dream car was the Infiniti Q45. In the early 90’s, I couldn’t wait to get that car and when winter came, I couldn’t wait to get rid of it. It didn’t matter what
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The 21-Day Solution for the Toughest Sales Weaknesses
- April 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…About a year ago, I wrote a very popular article called, Persistence Over Polish, where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21
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New Data Shows How Relationships and the Need to be Liked Impact Sales Performance
- June 4, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a
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New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople
- May 30, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab.
Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage)
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Salesperson’s Terrible Reaction Part 2
- October 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I posted a very short article where I discussed one salesperson’s reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were.
The article highlighted Self-Limiting beliefs or
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Sales Assessment Findings and Cultural Differences
- October 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn’t participate in the global economic crisis as they’re simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied -
2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Ann Romney gave a great speech at the Republican National Convention. She wrote it specifically for her intended audience of women, connecting herself and her husband, presidential candidate Mitt Romney, with that audience, and it worked. They loved her.She
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Basketball and the Difference Between Sales Studs and Sales Duds
- May 14, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I heard former NBA all-star and current ESPN basketball analyst, Bruce Bowen, talking about Kevin Garnett of the Boston Celtics. He characterized Garnett as one of the toughest competitors on the court, unlike some younger, very talented players who -
Salespeople Become More Effective Part 2
- September 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday’s article discussed the possibility for salespeople to develop weaknesses AFTER being assessed and during the period of comprehensive sales training, coaching and development. Today, we’ll discuss some of the areas where you should see fairly early improvement, as well
I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn’t participate in the global economic crisis as they’re simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied 
Ann Romney gave a great speech at the Republican National Convention. She wrote it specifically for her intended audience of women, connecting herself and her husband, presidential candidate Mitt Romney, with that audience, and it worked. They loved her.
I heard former NBA all-star and current ESPN basketball analyst, 
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