Dave Kurlan

A colleague once described a sales candidate as having “the personality of a tree stump.”  That guy turned out to be their best hire ever. Without the … [Read more...] about How Salespeople Can Differentiate Themselves with Their Introduction

I didn’t take up golf until I was 50 because as someone who played baseball, I thought it wouldn’t be much of a challenge to hit a ball that was just … [Read more...] about The Golf to Sales Analogy: When You Don’t Know What You Don’t Know

I can’t wait to tell you about sales cholesterol in your pipeline! Last week I posted a 2-minute video rant on LinkedIn about pipeline blockages and … [Read more...] about Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)

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