sales excellence
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Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople
- April 14, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play. I hadn’t heard that song in at least a decade and as I listened to the words,
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The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Happy New Year everyone!
For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New
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New Competency Has 10 Attributes for Post 2024 Sales Success
- November 18, 2024
- Posted by: Dave Kurlan
- Categories: Uncategorized, Understanding the Sales Force
…We use bromine instead of chlorine in our Hot Tub and I was looking at two options, one from Clorox and one from Bromiguard. Other than their packaging, they appeared to be identical. Both were 1″ Bromine tablets for Hot
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7-Steps to Achieve Sales Team Excellence
- October 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Sure, they won half their games, but they
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Expectations, Revisions, and Excuses on the Sales Team
- September 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sunday, when the Priest was giving his sermon he said they (the Priests) compare mass attendance at the end of each weekend. He said since everyone has returned from their summer vacations, Saturday night mass was full, the two earlier
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Using Baseball to Select and Hire Salespeople
- May 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article has a set of three distinct analogies comparing baseball to sales and if you continue and read it, you’ll be asking yourself, “Why didn’t I think of that?”
Analogy #1 – Filling Seats
Let’s start with what a
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Was the Easter Sermon About Salespeople?
- April 1, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Well was the sermon about salespeople?
No, of course it wasn’t. But it sure as heck could have been. And although I’m beginning by referencing the sermon, this is not an article about Religion.
The Priest was talking about Catholics
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Sales Process for the Anti-Sales Process Crowd
- January 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. I’ll repeat the explanation here because it
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Rainforests and Torn ACL’s Provide Insight into Effective Selling
- July 17, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we
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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article.
As my regular readers know, my son is a baseball player – a rising college senior (as of the summer