Top 10 Sales and Sales Leadership Articles of 2021

Posted by Dave Kurlan on Tue, Dec 07, 2021 @ 10:12 AM


There are two articles that I post each and every December.  This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011.

There are several criteria for choosing the top articles of the year, including, but not limited to:

  • Views (Article)
  • Popularity (likes on LinkedIn and Twitter)
  • Engagement (comments to the article, via email, and on LinkedIn)
  • Personal (my favorites) 
  • Value (insights for the community)

Some of the criteria is subjective and some is measurable.  I believe value is most important, although it might not be reflected in views or likes, and then engagement.  I think views are less significant because people could read the article but not like it.  Popularity is a good barometer but not everyone sees what is posted on LinkedIn and Twitter and the time of day influences that.  So with all that said, here are the top 5 Sales Articles and the Top 5 Sales Leadership articles of the year.

Top 5 Sales Articles (in no particular order)

  1. 2 Questions That Will End Every Request for a Better Price
  2. Salespeople Will Close 50% More Business By Changing This One Thing They Do!
  3. Crappy Salespeople and Lack of Urgency Alignment  - The Bob Chronicles Part 4
  4. 31 Conditions That Predict Your Sales Opportunity is in Trouble  
  5. Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (Bob Chronicles - Part 3) 

Top 5 Sales Leadership Articles (in no particular order)

  1. How to Use Buckets to Improve Sales Performance and Coaching
  2. How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing 
  3. Startups Almost Always Get The Sales Thing Wrong 
  4. Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales  
  5. MUST READ: Are Assessments as Evil as the Persona Movie Suggests? 

The Most Viewed and Commented article was "Salespeople will close 50% More..."

My personal selection was a tie between my favorite for pure fun - Pitchers Fielding Practice - and for insights - the article on Evil Assessments.

There you have it - the top ten articles from 2021.  Which one is your favorite?

Image copyright 123RF

Topics: Dave Kurlan, sales process, sales leadership, sales pipeline, sales tips, sales assessments, personality assessment, best sales management articles, best sales articles

The Most Important Sales Issues Heading into 2015

Posted by Dave Kurlan on Wed, Dec 10, 2014 @ 06:12 AM

Copyright: zimmytws / 123RF Stock Photo

As we approach the end of the year, do you pass judgement on the personal contributions you made to your wallet, family, friends, co-workers, customers, community, industry, religion, and the world during the past year?

How did you do?

If you're like me, you did really well in some areas, and in others, not very good.

In today's article, I'll look back on the 100 articles I wrote in the past year and pass judgement.  I have included links to the most popular, most discussed, most shared, and my personal favorites from this year.  These are the most important issues for salespeople, sales managers and sales leaders, as well as their CEOs as we head into 2015.

As I click on the links to these articles, they are truly the best of 2014, a treasure trove of sales, sales management, and sales leadership content.  Please Enjoy!

Let's start with topics:

The 5 topics I wrote about most often were:

  1. Sales Selection and Recruiting 18%
  2. Social Selling, Inbound and Inside Sales 12%
  3. Sales Management and Sales Leadership 9%
  4. Pipeline, Forecasts and CRM 8%
  5. Finding New Business 7% 

The 5 most popular articles were:

  1. Top 10 Mistakes Salespeople Make on the Phone (Funny Read) a finalist for Top Sales Blog Post of 2014
  2. The Best Top 10 Lists for Sales and Sales Management (links to 50 great articles)
  3. Are Inside Sales and Consultative Selling Mutually Exclusive?
  4. Can These 5 Keys Determine the Fate of Cold Calling? another finalist for Top Sales Blog Post of 2014
  5. Could it Really be The Death of SPIN Selling?

The 5 articles that were shared most often on LinkedIn were:

  1. Leads are Making Salespeople Lazier Than Old Golden Retrievers

  2. Top 10 Mistakes Salespeople Make on the Phone (Funny Read)

  3. This is the One Thing Missing from the New Way of Selling

  4. The Sales Epidemic That is Neutralizing Salespeople Everywhere

  5. What the Sales World Can Learn from Marathon Participants

The 5 articles on which my readers commented the most were:

And finally, my top 10 (in no particular order) personal favorites from 2014

  1. Top 5 Sales Issues Leaders Should Not Focus On
  2. The Biggest Secret of Salespeople that Rock
  3. Why My Golfing May be Just Like Your Sales Recruiting
  4. Sales Managers are Sometimes Like Cashiers
  5. Why There is No Value When You Provide Value Via Special Pricing
  6. Baseball, Sales Cycles, and the Quest for Shorter
  7. How Stealing 2nd Base is Today's Secret to Success in Sales
  8. The Sales Epidemic That is Neutralizing Salespeople Everywhere
  9. Is This an Example of Succeeding or Failing at Inside Sales?
  10. Are You Any Good at Evaluating Sales Talent?

Enjoy my Blog?  Please support my free content by voting for:

Topics: best sales management articles, best sales leadership articles, best sales articles

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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