revenue

  • Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
    • May 19, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Split-screen graphic of barren tree vs thriving fruit tree showing structured sales process benefits

    If you were going to plant a fruit tree, you would need to follow a five-step process which includes:

    1. Dig a hole
    2. Place the tree and fill the hole
    3. Fertilize and Water
    4. Maintain (Sun, water, pruning, fertilizer)
    5. Harvest

    It should

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  • The Biblical Sales Force Part 4 – Accountability
    • January 4, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    biblical sales team

    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
    job revisions

    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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  • Why Reopening the Economy Won’t Be Enough To Turn Things Around
    • April 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    They will begin reopening the economy in three phases, but with some restrictions.  Sounds exciting, doesn’t it?  It’s sure as heck much better than what we have today, but will it work?  In this article, I’ll explain why it won’t

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  • The Ignorance Factor and Achieving Your Company’s Revenue Goals
    • February 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I have nearly completed reading The Blind Side, by Michael Lewis. You may have already seen the movie, about Michael Oher, the absolutely huge kid who was simply born to play left end, and protect the quarterback’s blind

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  • Sales Cycles and Time – Is it Running Out?
    • June 1, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We are always focused on sales cycles.  Are they optimized?  Are they taking too long?  Can they be improved?  How many calls should they take?  Are we doing things that make the sales cycle take longer than necessary? For example,

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