sales mindset

  • Why Only 27% of Salespeople Hear the Voice That Matters
    • March 12, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Salesperson hearing the prospect’s voice on a sales call – silencing distractions for better discovery

    Whose voice are you hearing when you’re on a sales call—yours, your coach’s, God’s… or your prospect’s? Most reps never hear the one that actually matters. Here’s why that’s killing their discovery, how the top 10% do it differently, and the simple move that turns you into the person who finally gets the buyer.

    read more

  • Mindset Matters: How the Songs in Your Head Shape Your Sales Success
    • March 9, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Confident B2B salesperson with positive and negative song titles floating around his head showing sales mindset

    What songs are playing in your head before a big B2B sales call? Discover how song titles shape your sales mindset — plus the exact Spotify playlist I use to get pumped and close more deals.

    read more