chasing whales

  • Why Chasing Whales is Killing Your Sales Pipeline (10 Brutal Truths)
    • May 15, 2026
    • Posted by: Dave Kurlan
    • Categories: Analogies, Bob Chronicles, Sales Pipeline and Forecast, 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.

    read more