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Dave Kurlan

Complacency and Quota Misses: A Deep Dive into Sales Performance Challenges

Dave Kurlan - 30 May 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. It’s not … [Read more...] about Complacency and Quota Misses: A Deep Dive into Sales Performance Challenges

The Rich are Getting Richer: Does That Apply to Salespeople?

Dave Kurlan - 24 May 2025

Last week on LinkedIn, I reposted a link to an oldie but goodie – an article from 2017 where I showed that top salespeople were 2800% better at … [Read more...] about The Rich are Getting Richer: Does That Apply to Salespeople?

Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)

Dave Kurlan - 19 May 2025

If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole … [Read more...] about Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)

Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics

Dave Kurlan - 15 May 2025

Why does the power generated by a car engine continue to be measured in horses?  According to Wikipedia, “Car makers began discussing horsepower in … [Read more...] about Car Engines and Gas Prices Can Help Eliminate Obsolete Sales Tactics

The Sales Process Milestone You Can’t Get Wrong

Dave Kurlan - 9 May 2025

Each year I eagerly await May 11th.  While May 11th of 2025 is an important because it is Mother’s Day, most years, May 11 is the day that the new … [Read more...] about The Sales Process Milestone You Can’t Get Wrong

MLB’s Replay Center Provides Lessons for the Sales Call Debrief

Dave Kurlan - 5 May 2025

It’s Sunday night and I haven’t begun to write my Monday article, which  is usually completed by Friday.  Oh no!  I have an excuse but I don’t believe … [Read more...] about MLB’s Replay Center Provides Lessons for the Sales Call Debrief

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