Understanding the Sales Force
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Why 72% of Sales Reps Miss Quota: The Participation Trophy PTSD in the C-Suite
- December 5, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Around 16 years ago, our son was crushing it on his Single A, 7-year-old baseball team. As the season drew to a close, we were notified that there would be an awards ceremony at the field and Michael would be
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The Key to Account Retention: Be More Like Dinger
- December 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…On a typical day, our 8-year-old Golden Doodle, Dinger (article on Dinger’s Listening Skills) lays on the floor and makes no attempt to get on any of our furniture.
Our 23-year-old son was home for the Thanksgiving holiday,
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Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
- December 1, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over Thanksgiving, my 23-year-old son was explaining the difference between two private high schools he attended. He said a typical day at the first high school went something like:
45-minute Break
2-hour Class
45-minute Study Hall
1-hour Lunch
45-minute Break
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Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery
- November 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When Monday morning arrived and I didn’t have an article ready to go live, it was the first time that ever happened to me (except during February/March recovery from surgery). Lacking a pipeline of article ideas is new to me
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8 Cold Calling Lessons from Matthew (The Biblical Sales Team, Part 6)
- November 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the 6th installment in my sporadic series on the Biblical Sales Team. Six installments puts me squarely alongside Hollywood’s most resilient franchises—Rambo, Rocky, Halloween, Harry Potter, Fast & Furious… and now, the Biblical Sales Team.
Previous installments can
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From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
- November 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to have mastery in the 21 Sales Core Competencies by the time they are hired? Let’s use sports as an
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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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How Salespeople Can Differentiate Themselves with Their Introduction
- November 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A colleague once described a sales candidate as having “the personality of a tree stump.” That guy turned out to be their best hire ever. Without the OMG Sales Candidate Assessment alerting us to the fact that he was in
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The Golf to Sales Analogy: When You Don’t Know What You Don’t Know
- November 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I didn’t take up golf until I was 50. As someone who played baseball (won a batting title) and tennis (ranked as a junior), I thought it wouldn’t be much of a challenge to hit a ball that was just
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Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)
- October 31, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I can’t wait to tell you about sales cholesterol in your pipeline!
Last week I posted a 2-minute video rant on LinkedIn about pipeline blockages and if you missed it, I ranted about how stupid decisions create blockages in traffic,