Dave Kurlan's Blog - The Authority on Sales Force Excellence

Sometimes The Biggest Sales Problems Have the Simplest Solutions

Why Deals Get Stuck in the Sales Pipeline and What to Do About it

Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers

Grow Revenue During a Recession by Being Counter-Intuitive

Did You Know That You Have Woodpeckers on Your Sales Team?

Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct

The Powerful Similarity Between Bad Baseball Teams and Most Sales Teams

The Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue

Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong

Top 10 Keys to Determining and Improving Your Ideal Win Rate

What If Pay Equity Comes to Sales Teams?

4 Types of Sales Positions That Can Never Be Replaced by AI

These 6 Keys and New Data Help Your Sales Team Outperform The Rest

The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes

This is What Would Happen if Bob Got Promoted to Sales Manager

Made Up Sales Statistics and Their Contrast to Real Data

This Company's Best Salesperson was 2500% Stronger Than Their Worst

Top Salespeople are 8600% Better at This Than Weak Salespeople

Sitcoms, Sales Process, Sales Assessments and Sales Competencies

Top Recommended Personality Assessments for Sales

Can Malcom Gladwell Explain the Sales Hiring Problem?

The Latest Perspective on My Most Popular Article on Selling

The Top 10 Sales and Sales Leadership Articles of 2022

The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting

"Spirited" Has So Much in Common with Most Salespeople

5 Reasons Sales Teams Underperform Like My Old Wiper Blades

The Wall Street Journal Shares News About What it Takes to Succeed in Sales

Can a New Sales Manager Be a Difference Maker?

New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?

New Data: Is Sales Compensation Aligned With Changing Motivational Needs?

The Irony of Free Passes for Under Performing Salespeople

The Bob Chronicles - The Difference Between Selling Skills and Effectiveness

How to Hire the Right Salespeople Using This Jeep vs. Infiniti Analogy

How Your Sales Team Can Double its Win Rate in a Recession

How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?

Is 28 Years Long Enough for a Sales Assessment Trial ?

10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Found: A Great Article About How Important Salespeople Are

How Closing a Tough Sale is Nearly Identical to Hitting a Home Run

Which is Worse - The Boston Red Sox or Your Sales Team?

Must Read - How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams

Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?

The Secret to Account Churn is Not Dedicated Account Managers

Not The Top 20 Attributes of Successful Salespeople

The Many Different Selling Roles and How They Differ - Part 1

Big Company Strategies That SMB Sales Teams Can Emulate

You Can't Lose Customers or Salespeople - 2 Secrets to Their Retention

Understanding Competency Based Assessments - What Ditch Diggers and Salespeople Have in Common!

Selling and the Need for Speed

The Recession is Here - How to Take Advantage and Prepare Your Sales Team

Top 12 Sales Blogs of 2022 That Make You Think and Sell More

5 Steps to Grow Sales by 33% in 12 Months

Do You Know the Accurate Reason Why a Salesperson Is Not Performing?

The Philosophy of a Pitching Coach Will Improve Your Sales Team

Top 10 Sales Videos and Rants From Dave Kurlan

Great Sales Managers are Like Great Baseball Coaches Without the Screaming

The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%

The Cold Email I Read Through to the End - Is There Hope for Salespeople and Marketers?

10 Steps to Crushing Your Sales Forecasts

When Salespeople Can't Close Closable Business - The Bob Chronicles Part 7

The Difference Between CyberThieves, Hackers and Most Salespeople

62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right Way

10 Prospect Rules That Salespeople Must Learn to Break

Bob Chronicles Part 6 - When Salespeople Suddenly Make Things Your Problem

Has Buying Changed and Has B2B Selling Adapted?

My Most Popular Sales Article of the Last Ten Years

Sales Selection Tools: Do You Get What You Pay For?

Top 10 Sales and Sales Leadership Articles of 2021

Can You Find The Perfect Sales Candidates for Your Sales Team?

Salesenomics - Many Sales Organizations Are Stuck in the 1980's

2 Questions That Will End Every Request for a Better Price

Sales Forecasts Do Not Have to Be as Wrong as Fortune Cookies

When Your Sales Opportunity Stalls, Do You Call Roadside Assistance?

Most Salespeople are Underdogs Like the Boston Red Sox

Most Sales Processes, Funnels and Pipelines are How Old?

Hidden Sales Competition and Why it Could Happen to You

How to Prepare for the Coming Sales Team Super Storm

The Sales Compensation Plan from Hell and How to Improve It

The Chainsaw Massacre and Building Sales Teams

Data: The Top 10% of All Salespeople are 4200% Better at This

How To Stop Sucking by Understanding and Changing Your Sales Metrics

Follow This Advice to Schedule More Meetings and Spend Less Time Doing It

Nothing Beats This One Tool When You Can't Sell Face to Face

Siri Can't Help You Close the Deal but Doing These Three Things Can!

Salespeople Will Close 50% More Business By Changing This One Thing They Do!

A Key Competency That Differentiates Top Sales Performers From Posers

A Home Run - How the Right Data Can Help You Hire Your Ideal Salespeople

Is Your Sales Process Backwards, Upside Down or Stupid?

Why More Salespeople Are Being Recommended for Difficult Selling Roles

The Bob Chronicles Part 5 - Bob Can't Win This Argument Over a Sales Core Competency

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Will Salespeople Travel or Continue to Work Remotely in 2022?

How Gas Grills, Gardening, Masks, and Baseball Mimic Your Sales Team

Crappy Salespeople and Lack of Urgency Alignment - The Bob Chronicles Part 4

31 Conditions That Predict Your Sales Opportunity is in Trouble

How to Become More Successful One Day at a Time

How to Get Your Audience to Fall in Love With Your Virtual Event

MUST READ: Are Assessments as Evil as the Persona Movie Suggests?

Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales

Startups Almost Always Get The Sales Thing Wrong

My Simple COVID Relief Plan Actually Provides Relief

How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing

How to Use Buckets to Improve Sales Performance and Coaching

How Overthinking the Turnover Problem Impacts Hiring Salespeople

The Baseball Experience That Continues to Generate a 28% Increases in Sales

Good Bob, Bad Bob, The Stockdale Paradox, and Sales Success

Two Selling Strategies That are More Effective Than Facts and Figures

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Why Sales Transformation Achieves Better Results Than Sales Training Alone

New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?

My Prediction - What's in Store for Sales Teams in 2021?

2021 Challenge: Put a Little Beatles Into Your Selling!

Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With

The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers

My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It

How a Mug of Dunkin Can Help You More Effectively Sell Value

The $225,000 Selling Mistake Most Salespeople Make

There is More Than One Type of Bias in Hiring Salespeople

Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

2020's Ten Must Read Sales and Sales Leadership Articles

Why I Can't Talk About This form of Rejection Anymore

Data Shows That Your Sales Team is No Different Than Your Lawn

Selling Over Video - The Six Things You Must Do Next to Improve Your Look

New Data - Most Sales Managers are a Disaster When it Comes to Coaching

The Problem With Having Crappy Sales Managers

First Steps to Generate More Sales Opportunities Today

The Correlation Between Milestones, Sales Process and Sales Success

The Keys to Fourth Quarter Sales Success in 2020

New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

The Difference Between OMG and Extended DISC Assessments

Top 10 Reasons Not to Test Your Sales Candidates

New: The 21 Sales Core Competencies for 2020 And Beyond

The Crucial Step Missing from Most Sales Training Programs

Masks and Sales Assessments - You Lose a Little Freedom and Control for Safety and Confidence

How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

Most Companies Can Boost Sales From 30-100% in Just One to Two Years

3 Selling Characteristics for the Age of Covid, Politics and Recession

The Best Solutions for Hiring Great Salespeople for Your Company

FDR and Sir Isaac Newton on Why Salespeople Fail

FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Data Shows Sales Commitment and Motivation Changed During Quarantine

Sales is Like Baseball and Baseball Can Save Capitalism and Liberty

Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

How to Achieve Sales Mastery - A Collection of Loosely Connected Thoughts

New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

How Much Has Video Impacted the Way We Sell?

The Real Reason Why So Many Salespeople are So Bad at Selling

Definitive Playbook to Lead a Sales Force Out of the Current Crisis

One Thing Your Company Must Do Right Now to Increase Sales

10 Critical Best Practices for Your Sales Force in This Crisis

Why Reopening the Economy Won't Be Enough To Turn Things Around

Why the Future of Selling Won't Resemble the Past

Companies Surprised by Unexpected Remote Selling Challenges

15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Why You Will Finally Pay the Price of Not Selling Value

3 Steps You Must Take Today to Save Your Company From This Economic Downturn

The New York Times' Misleading Article on Assessments and Their Use Cases

How Companies Choose Sales Training Companies is Backwards

New Data Reveals a Finding That Correlates to Sales Success

Is Your Sales Force More Like a Dunkin', Starbucks or Panera Drive Thru?

The Science Behind One Company's Top Sales Performers and Why They're So Much Better

The Deal Breaker That Prevents you From Hiring a Great Salesperson

An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights

Dave Kurlan's Predictions for Sales Organization in 2020

The Most Successful Negotiation is The Negotiation That Isn't Needed

The Top 15 Sales and Sales Leadership Articles of 2019

Only 11% of All Salespeople Do This at the End of a Sales Call

What Sales Organizations Must Learn from the Impeachment Hearings

Are You Using This New Technology to Generate New Opportunities?

Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Good Sales Recruiting is Like Selecting Movies and TV Shows

New Data Reveals a Magical New Score for Sales Effectiveness

A Tale of 3 Squirrels and Their Human Counterparts in Sales

How Sales Coaching Utilizes a Quid Pro Quo

Sales Process and Why So Many Salespeople Lose Their Way

What is the Sales Stack and Do You Need it?

Elements of an Effective Elevator Pitch

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Using the Most Powerful Sales Tool to Get What You Want

Change in Approach Leads to 304% Increase in Sales Effectiveness

You're Normal and Your Sucky Salespeople are Probably Normal Too!

Did You Know That The Beatles Taught us About Selling?

How Big of a Role Does Age Play in Sales Effectiveness?

The Bearded Lady, My Shaving Pattern and Your Sales Pipeline

How All Those Trucks on the Road Can Help You Stop Discounting

The Best Salespeople are 791% Better at This Than Weak Salespeople

The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

How to Transform Your Sales Pipeline Today

Putting Some Hollywood into Your Sales Presentations

Your Last Chance to Make a Good First Impression

Win a Free Coaching Call with Dave Kurlan and 4 More Prizes

How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism

How to Know if You Are You Really Selling Consultatively

How Top Salespeople Anticipate and Manage Resistance

The New Salesenomics

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