buy cycle
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Why Chasing Whales is Killing Your Sales Pipeline – The Bob Chronicles Part 9 (10 Brutal Truths)
- May 15, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Bob Chronicles, Sales Pipeline and Forecast, Understanding the Sales Force
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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How Indecisiveness Undermines Sales and Sales Leadership Effectiveness
- February 1, 2025
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
If you are driving down the road in your car, looking at your phone, fiddling with your radio, looking at people walking on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.
If you have a pile of files on your desk, a to-do list that must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota.
We’re referring to things we do that prevent us from being as effective as we could be or need to be and there is another one we should discuss, and that’s when a sales leader has a Non-Supportive Buy Cycle attribute of needing to think things over. In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team.
