chasing whales
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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
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.