Dave Kurlan

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

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