sales science Archives - Kurlan & Associates

Magazine Discredits Their “Born to Sell” Article with Junk Science

October 25, 2024
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I love it when readers forward links to me, hoping I will debunk the article in a Blog post. That’s what happened when Mike Shannon sent me the link to a recent Success Magazine article entitled, “Born to Sell?

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The Top 10 Sales Articles of 2018

December 13, 2018
Posted by: Dave Kurlan
Category: Understanding the Sales Force

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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Sales Science and Data Win the Day

June 15, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it’s more difficult to read that article, watch that video, listen to that

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More Junk Sales Science in HBR Blog

April 14, 2015
Posted by: Dave Kurlan
Category: Understanding the Sales Force

What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That’s right, they are all junk and junk is bad for you to

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Epic Debate on the Science of OMG’s Sales Assessment

March 9, 2015
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Sometimes things happen in ways that you never plan for. Last week, a blog post appeared on another site that listed, 8 Things that the Top 1% of Salespeople Do Differently. In response, I posted a simple counter argument on

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