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Dave Kurlan

The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas

Dave Kurlan - 24 October 2025

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 … [Read more...] about The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas

When Salespeople Blow Up: A Sales Lesson from Traffic Jams and Temper Tantrums

Dave Kurlan - 17 October 2025

It happened again. The last time was in early September when a sales leadership candidate imploded because I challenged him on a short phone … [Read more...] about When Salespeople Blow Up: A Sales Lesson from Traffic Jams and Temper Tantrums

How Half-Measures in Your Sales Process Can Kill Your Win Rate

Dave Kurlan - 15 October 2025

I was scrolling satellite radio stations and paused when I heard Dr. Charles Stanley talking about The Lord’s Prayer.  He basically said that if you … [Read more...] about How Half-Measures in Your Sales Process Can Kill Your Win Rate

Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)

Dave Kurlan - 12 October 2025

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 more...] about Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)

How the MLB Playoffs Can Help You Rethink Your Sales Team

Dave Kurlan - 29 September 2025

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 … [Read more...] about How the MLB Playoffs Can Help You Rethink Your Sales Team

Top 5 Ways to Stop Striking Out on Your Sales Forecasts

Dave Kurlan - 21 September 2025

This article will discuss the probability percentage in your pipeline, but first, I’ll present another baseball analogy. When a team loads the bases … [Read more...] about Top 5 Ways to Stop Striking Out on Your Sales Forecasts

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