sales success
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How a Trip Back 50 Years Uncovered my Secret to Sales Success
- November 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A few minutes ago I had an “aha” moment when I realized that pattern recognition is one of my unconscious secret weapons. It’s that sense when things just don’t line up, or when connections pop out of nowhere. Believe it
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The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas
- October 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was thinking of all the different selling traits I’ve written about in the past 20 years and I’ve probably forgotten many more than most people ever knew. With some help from Grok4 to speed things up, I reviewed the
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How Half-Measures in Your Sales Process Can Kill Your Win Rate
- October 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was scrolling satellite radio stations and something caused me to pause when I heard Dr. Charles Stanley talking about The Lord’s Prayer. He said that if you simply recite it by rote then God won’t listen. He said that
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6 Benefits From Incorporating C2MPE in Your Selling Efforts
- February 10, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. You could also say that the Kanas City Chiefs made it clear that they lacked that same urgency.
While the single most
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How to Easily Motivate and Incentivize Sales Pipeline Building
- June 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy,
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The Irony of Free Passes for Under Performing Salespeople
- October 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you aren’t aware of the crime taking place in most of America’s big cities, you have either been living in a cave or experiencing willful ignorance. Most of the alleged criminals are repeat offenders and those who are arrested
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Must Read – How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams
- August 10, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the
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How to Become More Successful One Day at a Time
- April 13, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why
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The Correlation Between Milestones, Sales Process and Sales Success
- October 26, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The shit show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother’s and Father’s Days,
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Great Example of Why Sales Success Is Not Always Transferable
- April 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?
Right now, an event is occurring on the world stage that