pipeline building
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Bosch, Bounces and Why You Should Call Prospects Who Said No
- January 19, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A surprising 30% of executive contacts turned over in the past year — meaning yesterday’s “no” often belongs to someone who’s no longer there. Using real email bounce data and lessons from shows like Bosch, this article shows why persistent prospecting is simple math, not heroic effort.
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Don’t Let MT and Lay-Z Tank Your Sales Team: Lessons from Squirrels
- September 7, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Six years after meeting squirrels Ernest, MT, and Lay-Z, I’m stunned their sales team counterparts—underperforming salespeople—still linger. Learn why leaders hesitate to act and how to build a thriving sales team for 2026.
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Getting Salespeople to Prospect When They Aren’t Prospecting
- November 15, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts. While companies love their inbound lead-generation programs, and those programs do generate leads, the quality of the leads, and the quality of the meetings booked by those young and inexperienced top-of-funnel kids, leaves much to be desired.