Dave Kurlan

On a typical day, our 8-year-old Golden Doodle, Dinger (article on Dinger’s Listening Skills) lays on the floor and makes no attempt to get on any of … [Read more...] about The Key to Account Retention: Be More Like Dinger

Over Thanksgiving, my 23-year-old son was explaining the difference between the two private high schools he attended.  He said a typical day at the … [Read more...] about Is Your Sales SCAM Leaving a SCAR on Your Sales Team?

When Monday morning arrived and I didn’t have an article ready to go live, it was the first time ever (except during February/March recovery from … [Read more...] about Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery

This is the 6th in my somewhat inconsistent series on the Biblical Sales Team.  At 6, I’m right up there with just about every successful movie … [Read more...] about The Biblical Sales Team Part 6 Matthew: 8 Key Lessons for Cold Calling Success

Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to … [Read more...] about From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training

I just had an “aha” moment about pattern recognition.  I just realized that it’s one of my secret weapons in life, and especially sales. It’s that … [Read more...] about How a Trip Back 50 Years Uncovered my Secret to Sales Success