Dave Kurlan

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

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

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

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)

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

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