Top 10 Kurlan Sales Articles of 2013


I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article.  I’ve chosen 10 from this year’s articles that were either very popular, contained many comments, or thought-provoking.  It’s very difficult to narrow it down to 10, never mind to 1, but I went through 100 to pick the 10, and with all the votes that you were asked to cast last week, I decided to not ask for another vote.  Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week.

Here they are in no particular order – My Top 10 Articles of 2013:


Top Four Reasons Why Salespeople Struggle to Reach Decision Makers

The Key to Powerful Sales Conversations

Inc. Magazine Gets it Wrong on Consultative Selling



Actual Coaching Call – Use it to Coach Your Salespeople to Success

The Doctor, The Drug Dealer, and the User

The Monumental Effort Required to Grow Sales in 2014


Opinion – Why Sales Win Rates Have Reached an All-Time Low – this article led to quite a discussion on some of the other sites where it was republished.

We’re Going Back to AIDA and You Should be Scared

The Challenge of the Challenger Sales Model – Just the Facts

Get Sales Compensation Right to Recruit Winning Salespeople 

Which one is your favorite?

Which one gets you upset?

Which one gives you an idea?

Which one resonates the most?

Please leave your comments below.

This is my last article of 2013 – Have a great holiday and we’ll get back together here in January.