Baseline Selling
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Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)
- October 31, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I can’t wait to tell you about sales cholesterol in your pipeline!
Last week I posted a 2-minute video rant on LinkedIn about pipeline blockages and if you missed it, I ranted about how stupid decisions create blockages in traffic,
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How Half-Measures in Your Sales Process Can Kill Your Win Rate
- October 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was scrolling satellite radio stations and something caused me to pause when I heard Dr. Charles Stanley talking about The Lord’s Prayer. He said that if you simply recite it by rote then God won’t listen. He said that
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Top 5 Ways to Stop Striking Out on Your Sales Forecasts
- September 21, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article will discuss the probability percentage in your pipeline, but first, I’ll present another baseball analogy.
When a team loads the bases with no outs, there is an 86% chance for that team to score at least one 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
…If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those short posts.
The 3-minute video rant below answers the question, “Why
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Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
- May 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you were going to plant a fruit tree, you would need to follow a five-step process which includes:
- Dig a hole
- Place the tree and fill the hole
- Fertilize and Water
- Maintain (Sun, water, pruning, fertilizer)
- Harvest
It should
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Most Salespeople are Underdogs Like the Boston Red Sox
- October 13, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. Searching from within the Blog yields 605 results, and a search on
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The Baseball Experience That Continues to Generate a 28% Increases in Sales
- February 10, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT
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Two Selling Strategies That are More Effective Than Facts and Figures
- January 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within.
Each year around this time I start thinking about Baseball because I miss it so much. Baseball Hall of
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2021 Challenge: Put a Little Beatles Into Your Selling!
- January 4, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Although it’s been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least
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How to Achieve Sales Mastery – A Collection of Loosely Connected Thoughts
- July 6, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying