Dave Kurlan

We attended Boston Ballet’s Performance of The Nutcracker on Sunday evening. We have been attending this performance, as a family, for nearly 23 … [Read more...] about The Nutcracker and 3 Sales Competencies That Cause Low Win Rates

Randy Newman has written a lot of hit songs.  The two most popular were probably Short People and I Love LA but he also wrote the music for Toy … [Read more...] about Three Dog Night Classic is Foundation for Present Day Selling

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers.  What is Numbers if not God’s mandate to Moses … [Read more...] about The Biblical Sales Force Part 3 – Numbers: Metrics and KPIs

We use bromine instead of chlorine in our Hot Tub and I was looking at two options, one from Clorox and one from Bromiguard.  Other than their … [Read more...] about New Competency Has 10 Attributes for Post 2024 Sales Success

More than a dozen years ago, when I was coaching Little League, I had two kids on my 9-year old team that never made contact with the ball.  I spent … [Read more...] about Getting Salespeople to Prospect When They Aren’t Prospecting

The title of today’s article might be confusing, but it’s true.  Phil told me so.  But before I share what he said, I have some anecdotal evidence … [Read more...] about How I Learned I am a Sales Consulting Imposter