- June 26, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Politics and Sales, Sales Compensation, Sales Pipeline and Forecast, Sales Process, Understanding the Sales Force
I discovered more than 125 articles that were published in various magazines over the years, many of them in Top Sales Magazine, where I have been a regular contributor for more than 15 years, as well as Selling Power, TED Magazine, Smart Selling and others. They are listed in no particular order, with links (as they become available) to each article. Most are shorter articles – 400 or 800 words – than those I write for Understanding the Sales Force and some go back to 20006. Come back often as more links are added every day!
Enjoy,
Dave.
Articles on Sales
- Customer Retention – A Bigger Challenge Than Customer Acquisition
- How the Principles of Music Can be a Template for the Principles of Selling
- Selling in a Down Economy
- 10 Sales Best Practices Ignored by Most Salespeople
- The Importance of Failing to Reach Decision Makers Early in the Sales Process
- The Importance of Decision Makers in an Uncertain Economy
- 17 Reasons Why Salespeople Don’t Convert More Calls to New Meetings
- Don’t Sell Value; Be the Value
- Building 4th Quarter Pipeline to Finish the Year Strong
- Can You Outsell the Big Companies?
- Consistency is the Key to Success
- Consistency, Not Heroics, Drives Revenue
- Consultative Selling: What You Think it is Versus What I Know it Is
- What Every Sales Pro Must Do Before Year End
- Election Shows Us How Not to Sell Value
- Eliminating All the Noise
- If a Salesperson Wants to Improve, Where Should we Start?
- How to Assure Sales Success Instead of Causing Sales Failure
- Finding New Business Today
- Four Facts to Help You Sell More
- Getting to Yes When the Prospect Says No
- Great Relationships, No Revenue: The Truth About Relationship Selling
- Have We Seen the Last Changes to Professional Selling
- How Salespeople Try and Fail to Sell Value
- How to Become the Success You Were Destined to be?
- How to Learn Value Selling from an Airport Visit
- How to Really Speed Up Your Sales Process
- How to Sell 18 Categories of Prospects
- How Your Vote for President Affects Everyone in B2B Sales
- How to Be a Better Negotiator by Refusing to Negotiate
- If Salespeople Were Doctors They Wouldn’t Know Their Biology
- If Your Sales Approach Was Right, Why Would You Do This?
- Inbound Has Been Around for Ages and it Sounds Like Selling to Me
- Is Consultative Selling Really Dead?
- Is That All There is to Selling?
- Is There a Place for Personality in Sales?
- Jump Start Your Year by Paying More Attention to Metrics
- How to Reengage Prospects Gone Cold
- How to Both Master and Simplify Selling – At the Same Time
- Lousy Salespeople are Only One of the Things I Hate
- More Stupid Human Tricks
- Why Mastery is Required to Significantly Increase Revenue
- Outbound Prospecting – Should You Be Cold-Calling in 2026?
- Prospects and Salespeople Both Use Price as a Lever
- Reconciling Motivation
- Sales Tools Save Time and Efficiency
- Selling Value – It’s Not What You Think
- Selling Value Means There is No Price Negotiation
- Some Days Salespeople Suck
- The One Thing You Must be Able to Do To Achieve Success in Sales
- The Qualification of Prospects – What is Really Happening Out There?
- The Role of Relationships in Sales
- The Unintentional Consequence of Using Low Price as a Sales Crutch
- The Top 3 Mistakes Salespeople Make When Making a Sales Pitch
- The Top 3 Reasons Why Entrepreneurs Struggle with Selling
- The Top 4 Reasons Salespeople Struggle to Reach Decision Makers
- Why the Best SDR Had the Worst Numbers
- Using All Five Senses on Your Sales Calls
- What Do Prospects Think When Salespeople Fail?
- What To Do When Your Sales Opportunity Stalls?
- What is the Big Secret That Powers Baseline Selling?
- What it Sounds Like When You Don’t Have Happy Ears
- What’s Important in a Virtual Selling World?
- When Does Effort Trump Skill?
- Why Are Salespeople Still Making Presentations So Early in the Sales Process?
- Why Deny Your Prospects the Joy of Buying
- Why is the New Way of Selling Value do Difficult?
- Why Salespeople Should be More Like Swimming Pool Owners
- Why You Should Never use BANT to Qualify Your Sales Calls
- Get on the Phone and Prospect!
Articles on Sales Leadership
- Are Your Sales Leadership Roles Well Defined?
- Can Salespeople Change?
- Do Assessments Make a Difference in the Sales Organization?
- The 10 Things Most Companies Get Wrong About Sales Process
- 10 Reasons Why Most Sales Training Doesn’t Work
- The Magic of 3rd Generation Sales Playbooks
- The Top 10 Steps to Crush Your Sales Forecast
- The Magic of a Well-Liked CRM Application Adds Value to Your Sales Stack
- Why You Should Never Use Your Gut to Hire Salespeople
- 7 Oddball Tactics to Motivate Your Sales Force
- 10 Steps to Get the Ideal Sales Candidate to Work for You
- An Inside Look at the Art and Science of Coaching Salespeople
- The Many Benefits to Getting Sales Process Right
- Clear the Path and Help Your Salespeople Close More Business
- Sleeves Up Coaching – Why Did You Say That?
- The 5 Keys to Effective Sales Coaching and Results
- Have Resume, Can Coach Salespeople
- Consistency, Not Heroics, Drives Revenue
- Do You Really Have a Sales Process?
- How Effective and Predictive is Your Sales Process?
- How Important is it for Your Salespeople to Practice?
- How to Apply Coaching Outcomes from Sports to Sales
- How to Compensate and Incentivize the Sales Team
- How to Create Perfect Sales Conditions
- How to Determine if Your Prospect Was Engaged
- How to Hire Salespeople That Will be Great
- How to Turn Your Useless Sales Pipeline into a Kick-Ass Sales Coaching Tool
- How to Win Your Sales Negotiations without Negotiating
- The Five Causes of Turnover on the Sales Team
- Joking About Inaccurate Sales Forecasts
- Would Customer Service Reps Accept a Job in Sales?
- Why Does Corporate Sales Training Fail to Achieve the Desired Results?
- New Ways to Measure Sales Performance
- Motivating Your Sales Team
- Case History – The Inside Salesperson Didn’t Get it on the Green
- Reimagining Sales Compensation
- The Sales Management Two-Day Miracle
- Sales Transformation or Sales Status-Quo?
- Salespeople and Sales Leaders Who Are Online are Living in a Bubble
- Shift Happens
- Stop Pretending You’re a Sales Leader When You’re Just a Glorified Sales Manager
- Business Stupidity on the Increase
- 5 Keys to Effective Sales Coaching and Results
- The Biggest Sales Skill Gap of All
- The Future of Selling
- The Other Subject Nobody is Talking About
- The Pros and Cons of Hiring Green Salespeople
- The Top 5 Reasons Salespeople Fail to Hit Quota and the Common Link
- The Top 10 Reasons Salespeople Fail to Close Sales
- The Top 4 Reasons a Great Salesperson Can Fail at Your Company
- The Top 10 Steps to Recruit Strong Franchisees
- Why Companies Must Teach Their Salespeople to Sell Value
- Unmotivated Salespeople Don’t Usually Have a Problem with Motivation
- What Comes After Sales Process?
- What the Time Machine Reveals About the Future of Selling
- Why Sales Leaders Continue to Hire the Wrong Salespeople
- The Top 10 Factors For Getting Salespeople to Over Achieve
