Understanding the Sales Force
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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,
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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 to Differentiate with 4 Response Options and 10 Must-Have Traits for Sales Success
- October 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today’s article begins with a story about a sales candidate before it pivots to salespeople.
It happened again.
The last time was in early September when a sales leadership candidate imploded because I challenged him on a short phone interview.
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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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Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)
- October 12, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We start the article with a quick baseball lesson/analogy. If that’s not what you feel like reading right off the bat, skip the first paragraph and read from the second paragraph.
I’m still learning about some of the newest baseball
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How the MLB Playoffs Can Help You Rethink Your Sales Team
- September 29, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s the eve of 2025 MLB playoffs and the Boston Red Sox will play their arch rival, the New York Yankees in a best of three series. The top brass for both teams will finalize their rosters for the first
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Top 5 Ways to Stop Striking Out on Your Sales Forecasts
- September 21, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article will discuss the probability percentage in your pipeline, but first, I’ll present another baseball analogy.
When a team loads the bases with no outs, there is an 86% chance for that team to score at least one run.
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What Businesses Can Learn About Selling From Religions
- September 14, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…After spending a little extra time praying at church with my wife this Sunday, I got to thinking about sales—yes, I’m always thinking about sales!
As a teen, I felt that religions were like distributors and God was the manufacturer,