Understanding the Sales Force

  • Lessons from Happy Gilmore 2: Why Salespeople Need to Get Serious About Skill-Building

    • July 28, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    level up your sales game like happy Gilmore

    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.

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  • Brad Pitt’s F1 Character Shows Us How to Tame Sales Mavericks

    • July 24, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Sales Maverick

    Brad Pitt’s Sonny Hayes in the new F1 movie is the ultimate sales maverick—talented yet rebellious. This article reveals how his journey from lone wolf to team player can guide you. Learn to harness your top producers’ integrity, turn rebels into mentors, or know when to cut ties for a stronger sales crew.

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  • Wild Shifts in Sales Hiring Drive the Hire Rate From 3% to 0.5%

    • July 21, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    hiring salespeople

    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.

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  • How to Spark the Sales Equivalent of a 10-Game Winning Streak

    • July 13, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    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.

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  • Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins

    • July 9, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    one on one coaching

    The Red Sox turned young players into stars with one-on-one coaching, and your sales team can too. Learn why group coaching falls short and how personalized coaching can boost revenue by up to 42%. Ready to hit a sales home run?

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  • The 20-Year Legacy of Baseline Selling: Why Its Sales Process Still Wins in 2025

    • July 1, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Dave Kurlan baseball

    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.

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  • What CEOs Are Missing In Their Attempts to Grow Revenue

    • June 21, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    leadership team

    CEOs are chasing AI, M&A, and fancy tools to grow revenue in 2025, but they’re missing the real game-changer: their salespeople. While they search for big-picture fixes, the fastest way to crush revenue goals is right in front of them—training reps to close more deals. Our latest blog dives into why developing your sales team is the secret weapon you’re ignoring and how to make it happen. Read it now!

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  • Sell More by Understanding this God, Garden, and Baseball Analogy

    • June 9, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    red sox-yankees-rivalry

    Discover how faith in God, weeding a garden, and the Red Sox-Yankees rivalry reveal powerful lessons for boosting your sales. Learn to trust your process, balance efficiency with precision, and leverage unique strengths to close more deals.

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