Understanding the Sales Force
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Don’t Let MT and Lay-Z Tank Your Sales Team: Lessons from Squirrels
- September 7, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It seems like only yesterday when I wrote about Ernest, MT and Lay-Z, but it was actually six years ago and the three squirrels still live on our property. Check out the two goof balls!
In 2019, I named the
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Unify Your Sales Message: Lessons from Politics and Balance of Nature
- September 2, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My message of the day is about the state of sales messaging but first, today’s analogy comes from the world of politics. I haven’t dipped into the political realm for an analogy since 2024, so my reminder is that for
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Eggs, Toast, and Bacon Aren’t Original—Neither Is Sloppy Sales Prep
- August 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As I began reviewing the restaurant menu, I came to the section that said, “[Name Withheld] Originals.” I laughed so hard when I saw that the first entry under their originals was two eggs, toast, potatoes and bacon. Seriously? That’s
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Why Salespeople Need to be More Like Ducks, Less Like Owls
- August 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is my first day back from vacation, so the article is a purposely short.
It was a perfect day and we were walking the wharf at a nice, cozy harbor when saw some ducks on the transom of a
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8 Movie Scenes to Frame Your Mind for Killer Sales Calls
- August 5, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, while adding the 61st scene to Movie Night for Salespeople, I was thinking about finding some perfect scenes from movies that could capture the essence of how to frame one’s mind for a good sales call. I came
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Lessons from Happy Gilmore 2: Why Salespeople Need to Get Serious About Skill-Building
- July 28, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you can make me laugh for two hours straight then I’m all in.
I know that Adam Sandler isn’t everyone’s cup of tea, especially if you like your movies to be well-written, well-directed, well-produced and well-acted. However, if you’re
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Brad Pitt’s F1 Character Shows Us How to Tame Sales Mavericks
- July 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The new Brad Pitt movie, F1, was fun, immersive, memorable, and we loved it.
While those are the same words I attach to Baseline Selling training, this article is about Brad Pitt’s character, Sonny Hayes.
I’ve never paid much attention
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Wild Shifts in Sales Hiring Drive the Hire Rate From 3% to 0.5%
- July 21, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Struggling to fill that sales role? You’re not alone, and the numbers are getting wilder.
Have you attempted to hire salespeople or sales managers lately? Have you put yourself out there to look for a new sales or sales management
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How to Spark the Sales Equivalent of a 10-Game Winning Streak
- July 13, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Success breeds success.
We begin the week with one of my shorter articles.
Three weeks ago, I wrote that the Red Sox believed that trading Rafael Devers, their best hitter, would make them a better team. Shortly thereafter they
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Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins
- July 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article begins with more baseball, but it’s about coaching salespeople, so please stay with me.
The Baseball Story
A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to