Dave Kurlan

Just like most kids fail to learn guitar without lessons, most salespeople flop when thrown straight into the field with no real training. In this … [Read more...] about Why Salespeople Need Music Lessons Before They Start Selling

A surprising 30% of executive contacts turned over in the past year — meaning yesterday’s “no” often belongs to someone who’s no longer there. Using … [Read more...] about Bosch, Bounces and Why You Should Call Prospects Who Said No

The Emergency Last month, our kitchen trash compactor wouldn’t close properly and if it doesn’t close, you not only can’t compact the trash which … [Read more...] about The $370 Fuse: Broken Trash Compactor Offers Lessons to Fix Sales Problems

Dave Kurlan’s article, Deadly Negotiation Strategies – The Bob Chronicles Part 8 – earned the Gold Medal for Top Sales Article of 2025. This marks the … [Read more...] about Top Sales Article of 2025

To a certain degree, your success in the new year depends on whether you start the year on fire and produce a kick-ass January. First month, first … [Read more...] about What Salespeople Can Learn from Harry Potter

Today’s post marks my twentieth year writing sales thought leadership articles on Understanding the Sales Force. Each December, I reveal the Top 10 … [Read more...] about The 42 Best Sales and Sales Leadership Articles, Videos and Innovations of 2025