Analogies

  • Why Chasing Whales is Killing Your Sales Pipeline (10 Brutal Truths)
    • May 15, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Bob Chronicles, Understanding the Sales Force
    Frustrated fisherman in a tiny rowboat holding up a comically small fishing net full of holes, completely overwhelmed as a massive whale breaches right beside him — the perfect visual for chasing whales with the wrong tools.

    Bob’s pipeline was loaded with whales again. Sound familiar? In this article I break down the 10 brutal truths about why chasing big deals is quietly killing most sales pipelines — from skewed forecasts and low margins to terrible closing rates. If you’re tired of hoping whales will save your quarter, this one’s for you.

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  • Too Many Sales Metrics? How to Choose One KPI That Drives Revenue
    • May 12, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    Car dashboard showing speedometer, tachometer, tire pressure warning, miles to empty, and multiple metrics Waze navigation screen showing real-time alerts, 150 ft turn, arrival time, and traffic data on a car infotainment display

    Too many sales metrics? Between your CRM and dashboard, it feels like information overload. Here’s how to choose the one KPI that actually drives revenue — just like focusing on arrival time instead of 14 screaming gauges in your car.

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  • 25 Factors Indicative of a Strong Sales Culture
    • May 11, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Music and Sales, Understanding the Sales Force
    Three key sales performance gauges showing rising Sales, Gross Profit, and Win Rate with upward green arrows — indicators of a strong sales culture

    Executives love the idea of a sales transformation until it’s time to actually change. Here are 25 proven factors that separate a truly strong sales culture from one that’s stuck making excuses.

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  • CEO/Sales Leadership Reality Check: Are You Investing in What Makes You Look Good… or What Actually Drives Revenue?
    • April 30, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    Sales Leadership Reality Check: Companies eagerly approve big AI budgets but hesitate or reject investments in sales training and coaching

    Companies rubber-stamp massive AI budgets but do a complete about-face when asked to invest in sales training or coaching. Discover why this happens and a low-risk way to turn your worst salespeople into producers — including real math and a built-in pilot test.

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  • 10 Questions Every CEO Must Answer to Increase Revenue Today
    • April 17, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    A confident mid-50s CEO in a navy suit sits at a modern executive desk in a bright corner office, leaning forward with a focused, slightly skeptical expression as he looks directly at the viewer. On the desk are a laptop displaying sales pipeline charts and a notepad with handwritten notes including “Why 72% miss quota?”, creating a professional and thought-provoking business scene.

    Google Search Console revealed what CEOs are actually searching for. It’s not closing tricks or AI hype — it’s the foundational issues holding revenue back. Here are 10 questions every CEO must answer to drive real growth today.

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  • Dave Kurlan’s 20 Keys to Sales Mastery: How to Become an Elite Salesperson
    • April 13, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Music and Sales, Understanding the Sales Force
    Young man riding a green motorized clay tennis court roller early in the morning, repairing wet courts after a rainstorm – illustrating Dave Kurlan’s “do whatever it takes” mindset from his sales mastery story

    Discover Dave Kurlan’s 20 practical keys to sales mastery, drawn from decades of experience and OMG’s nearly 3 million assessments. Learn how the top 5% of salespeople think, practice, and outperform everyone else with consultative selling, disciplined habits, and a relentless “do whatever it takes” mindset. Start improving your win rate, deal size, and results today.

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  • Coaching and The Truth About AI in Sales: Great at “Or,” Terrible at “And”
    • March 19, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    Futuristic AI robot holding smartphone with neural network data and code in background, symbolizing strengths and limitations of AI in sales prospecting
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  • Why You Don’t Convert More Leads to Sales
    • March 17, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    Professional strategist creating LinkedIn content on laptop, planning post formats like text, carousels, and video for 2026 algorithm success

    Learn how to optimize your LinkedIn presence in 2026: Choose the best content format (short posts, long-form, carousels, videos) using 8 variables like algorithm dwell time, goals, demographics, and effort. Sales leadership insights inside.

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  • Attention C-Suite! Revenue by Salesperson is Faulty Data
    • March 16, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    C-suite executives in boardroom analyzing faulty revenue by salesperson data with charts and trimmed mean insights to uncover hidden sales performance problems

    Attention C-Suite: Raw revenue by salesperson is often faulty data—like ignoring outliers in judging. Apply a trimmed mean lens to uncover hidden truths (inherited accounts, one-off deals), diagnose real effectiveness, and unlock 33% revenue growth via smart training & coaching.

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  • Sound Check for Sales: 3 Best Practices That Need a 2026 Overhaul
    • March 12, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Understanding the Sales Force
    Dave Kurlan at a podium microphone doing a sound check for sales best practices, with speech bubble saying 'check, check, testing 123' – 2026 sales overhaul article header

    Sales closing is dead—time for a 2026 overhaul. Dave Kurlan shares why ‘finalizing’ replaces outdated closing, how fluid scoring and proper staging fix broken pipelines, and why buyer journeys need real discovery, not facilitation. No-BS tips to boost forecasts, shorten cycles, and win more.

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