Understanding the Sales Force
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The 20-Year Legacy of Baseline Selling: Why Its Sales Process Still Wins in 2025
- July 1, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those short posts.
The 3-minute video rant below answers the question, “Why
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What CEOs Are Missing In Their Attempts to Grow Revenue
- June 21, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…According to Grok AI’s research, in 2025, CEOs and sales leaders are scouring the web for the next big thing to crush their revenue goals, chasing everything from “AI for revenue growth” to “M&A strategies.” While these are bold, shiny
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Fire Your Top Salesperson: The Red Sox Lesson for Better Sales Teams
- June 18, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Fire Your Top Salesperson: The Red Sox Lesson for Better Sales Teams
What if firing your top salesperson would make your sales team better?
The Boston Red Sox showed the world how to do it this past weekend. I know
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5 Keys to Account Management Success; 10 Keys to a Strong Customer Partnership
- June 13, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article sounds like a beast, but it’s one of the shortest I’ve ever written. My backup title was Adventures in Account Management, but I didn’t want to get too cute. Here we go!
I was at the optometrist’s
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Sell More by Understanding this God, Garden, and Baseball Analogy
- June 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I know what you’re thinking from my title: Baseball Gods meet in the Garden of Eden. Thankfully, no.
Instead, some thoughts from the weekend…
While sitting in Church I realized that belief in God is a lot like belief in
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Is Complacency to Blame for Missed Quotas? A Deep Dive into Sales Performance Challenges
- May 30, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. It’s not unusual to hear about quota fails or complacency in these conversations, but with this
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New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10%
- May 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the most important article I have written in 2025 and it has a ton of eye-opening data, useful insights, and actionable next steps, so grab your favorite beverage, enjoy and please push through despite the longer than normal
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Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
- May 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you were going to plant a fruit tree, you would need to follow a five-step process which includes:
- Dig a hole
- Place the tree and fill the hole
- Fertilize and Water
- Maintain (Sun, water, pruning, fertilizer)
- Harvest
It should
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Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics
- May 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl
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The Sales Process Milestone You Can’t Get Wrong
- May 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each year I eagerly await the arrival of May 11th. While that date is important in 2025 because of Mother’s Day, most years, it is the day when newly formed leaves finally reach full size (based on my observations since