Pipeline
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The Biblical Sales Force Part 4 – Accountability
- January 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As I continue my journey through the Bible, I’m still reading Numbers and in chapter 12, verse 26, God tells Moses that there will be dead bodies among those who turn away from God.
At this point in the Bible,
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Expectations, Revisions, and Excuses on the Sales Team
- September 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sunday, when the Priest was giving his sermon he said they (the Priests) compare mass attendance at the end of each weekend. He said since everyone has returned from their summer vacations, Saturday night mass was full, the two earlier
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What Companies Don’t Know About Sales
- November 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Analogy
We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. The statistics showed that as a result of human trafficking,
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Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car,
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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed
- September 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a
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Selling Value – Everything You Always Wanted to Know
- December 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Some news stories just don’t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk
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Top 10 Reasons For Inaccurate Forecasts
- February 28, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The Sales Pipeline NaziWhen I wrote this article, the Northeast corner of the US was being walloped by yet another snowstorm, which in this case, was very accurately forecasted. At the same time, the first email I saw today
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Sales Force Motivation – Learn From the Red Sox Miraculous Comeback
- October 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…By now most of you probably know that the Boston Red Sox pulled off one of the greatest comebacks in Post Season Baseball history, coming back from a 7-0 deficit in the 7th inning to beat the Tampa Bay Rays
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Top 10 Factors for Getting Salespeople to Overachieve
- February 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Here is a video where I discuss creating a culture of overachievers.
There isn’t a single key to overachieving, so I’ll list my top 10 factors for helping salespeople overachieve. I’m sure I’ve written about each of these topics at
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More on the Pipeline
- September 4, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I recently wrote about the importance of a balanced pipeline but, in that article, didn’t comment on the required size of the pipeline. Size will vary by company, industry, average order, and salesperson but I’ll attempt to provide a common
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