Why Salespeople Need to be More Like Ducks, Less Like Owls - Dave Kurlan
Ducks ignore fake owls, so why do salespeople fall for sales bluffs? Unpack the role of Need for Approval and Perceived Risk in this quick, punchy read.| Kurlan & Associates
Dave’s cracking up over a restaurant’s “original” eggs, toast, and bacon combo—and calling out salespeople who skip their homework. Learn how AI like Grok can supercharge your prospect research in seconds. The post Eggs, Toast, and Bacon Aren’t Original—Neither Is Sloppy Sales Prep appeared first on Kurlan & Associates.| Kurlan & Associates
Ducks ignore fake owls, so why do salespeople fall for sales bluffs? Unpack the role of Need for Approval and Perceived Risk in this quick, punchy read.| Kurlan & Associates
Companies put their youngest, most inexperienced new hires in the BDR role? Why put newbies in the most difficult of all selling roles?| Kurlan & Associates
Just 10% more meetings, 10% more pipeline value, 10% higher win rate, and 10% higher average sale equals a 33% increase in sales!| Kurlan & Associates
Discover how clips from classics like CSI, Dumb and Dumber, and Better Call Saul can pump you up, teach active listening, and help close deals—perfect motivation for your next sales call! The post 8 Movie Scenes to Frame Your Mind for Killer Sales Calls appeared first on Kurlan & Associates.| Kurlan & Associates
Adam Sandler's sequel delivers laughs and a sales wake-up call: Like Happy recommitting to golf, why don't more reps grind on their skills? Explore 10 barriers backed by OMG data on 2.5M assessments, and how training flips the script for growth. The post Lessons from Happy Gilmore 2: Why Salespeople Need to Get Serious About Skill-Building appeared first on Kurlan & Associates.| Kurlan & Associates
Brad Pitt’s F1 character Sonny Hayes teaches us to tame sales mavericks. Discover how to leverage their integrity, transform rebels into team players, and decide when to part ways for a cohesive sales team.| Kurlan & Associates
Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for. Don't believe me? I'll prove it in the video below.| Kurlan & Associates
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!| Kurlan & Associates
Today's coaching session must be so good that the salesperson does not want it to end. Not only that, but the salesperson can't wait to come back for more coaching. Now, be honest with yourself for a moment. Assuming that you regularly and consistently coach all of your salespeople, is your coaching so powerful that your salespeople can't wait for another session with you?| Kurlan & Associates
Struggling to hire sales pros? Dive into real stats from a recent sales manager search: 169 candidates narrowed to 1 hire (0.5% rate). Uncover dramatic changes in response rates, drop-offs, and why a rigorous pipeline with tools like OMG is essential for nailing the right fit. The post Wild Shifts in Sales Hiring Drive the Hire Rate From 3% to 0.5% appeared first on Kurlan & Associates.| Kurlan & Associates
Success breeds success: Just like the Red Sox’s 10-game winning streak after trading Rafael Devers, sales teams ignite when B and C players start closing deals, pushing everyone—including top performers—to elevate their game. Learn how effective training boosts revenue by 28-42%, with real client results like growing from $24M to $68M in 12 months. The post How to Spark the Sales Equivalent of a 10-Game Winning Streak appeared first on Kurlan & Associates.| Kurlan & Associates
See how one-on-one sales coaching, inspired by the Red Sox, can boost your team’s revenue by up to 42%. Learn why group coaching strikes out and how to build a winning sales culture.| Kurlan & Associates
Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign. On the contrary. It's a privilege, and with it comes a requirement for sales excellence, not sales mediocrity.| Kurlan & Associates
Effective, forward looking KPIs that drive revenue are an essential component to successful sales team performance.| Kurlan & Associates
The Bible can be cited as the origin for sales coaching and onboarding salespeople based on the story of Moses in Exodus.| Kurlan & Associates
Celebrating 20 years of Baseline Selling, this article dives into why its staged, buyer-focused sales process remains the most complete framework for predictable, repeatable sales success. From its baseball-inspired origins to its seamless CRM integration with Membrain, discover why Baseline Selling outshines other methodologies. The post The 20-Year Legacy of Baseline Selling: Why Its Sales Process Still Wins in 2025 appeared first on Kurlan & Associates.| Kurlan & Associates
CEOs chase AI & M&A to grow revenue fast, but miss the key: sales team development. Learn why training reps is the fastest path to growth in 2025. Read now!| Kurlan & Associates
Most salespeople believe that a sales process can help them succeed while the very best salespeople believe in their sales process.| Kurlan & Associates
Enjoy Best-Selling Author, Keynote Speaker and Sales Thought Leader, Dave Kurlan's Understanding the Sales Force Blog Articles.| Kurlan & Associates
Learn how the Boston Red Sox’s Rafael Devers trade teaches a powerful lesson for sales teams. Find out why firing your top salesperson could improve performance and how to replace them effectively.| Kurlan & Associates
A sales rep’s epic fail reveals 5 keys to account management and 10 keys to strong partnerships, from trust to communication. Elevate your sales team!| Kurlan & Associates
Boost your sales with lessons from faith, gardening, and baseball. Explore how belief in your process, smart prospecting, and key differentiators drive success in this insightful article.| Kurlan & Associates
Is complacency to blame for 57% of reps missing quota? Explore the link with data from 2.5M reps and actionable fixes.| Kurlan & Associates
New 2025 data shows the top 10% of salespeople are 619% stronger than the bottom 10%. Explore why top performers are slipping in key skills and how to fix it.| Kurlan & Associates
Only 34% of salespeople follow a sales process. Learn the pitfalls of flawed methodologies, how a good sales process can increase revenue by 20%.| Kurlan & Associates
Why measure car engines in horsepower or price gas with 9/10 cents? Explore how to stop using outdated sales traditions in 2025.| Kurlan & Associates
Timing impacts sales success and aligning with a prospect’s timing is crucial. A structured sales process can help close deals effectively.| Kurlan & Associates
Parallels between MLB’s Replay Center and a sales call debrief include precision, context, and coaching to drive success.| Kurlan & Associates
Holding salespeople accountable with consequences is the difference between selling another day and being terminated.| Kurlan & Associates
Sales candidates with industry experience seem to impress most Sales Leaders. But That Don’t Impress Me Much.| Kurlan & Associates
When you incorporate C2MPE into your sales discovery, you will realize 6 immediate benefits, not the least of which is a higher win rate.| Kurlan & Associates
The Trump economy will be an exciting time that requires discipline from salespeople, sales managers, sales leaders, and CEOs, COOs and CFOs.| Kurlan & Associates
If you are trying to scale a sales team, and are frustrated with the under-performance of many, why not follow God's lead?| Kurlan & Associates
Kurlan & Associates, Inc., 21 East Main Street, Suite 301, Westborough, MA 01581, USA, Phone: 00+1+508-389-9350. Use this page to contact us as needed.| Kurlan & Associates
There are some key sales competencies that cause most salespeople to under achieve and under perform. This article discusses three of them.| Kurlan & Associates
The new sales core competency helps salespeople adapt to a post 2024 world where trust is at an all-time low.| Kurlan & Associates
