sales forecasting
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Why Chasing Whales is Killing Your Sales Pipeline – The Bob Chronicles Part 9 (10 Brutal Truths)
- May 15, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, 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.
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25 Factors Indicative of a Strong Sales Culture
- May 11, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Music and Sales, Sales Compensation, Sales Process, Understanding the Sales Force
Executives love the idea of a sales transformation until it’s time to actually change. Here are 25 proven factors that separate a truly strong sales culture from one that’s stuck making excuses.
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How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts
- May 4, 2026
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Sales Pipeline and Forecast, Understanding the Sales Force
Two Hollies songs playing simultaneously on SiriusXM? A rare lucky break. The same thing happens in sales every day. See how baseball’s xBA metric helps you separate skill from luck in your pipeline and dramatically improve forecasting accuracy.
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The 42 Best Sales and Sales Leadership Articles, Videos and Innovations of 2025
- December 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Celebrate 20 years of sales wisdom on Understanding the Sales Force with Dave Kurlan’s 2025 roundup! Dive into the Top 10 Video Rants that roast common pitfalls (from demo disasters to quota mysteries), the Top 7 game-changing innovations like the Sales Cholesterol diagnostic and SCAM/SCAR retention radar, and three killer Top 10 lists: Dave’s personal faves (golf analogies to BANT takedowns), Grok’s picks (cringe sales moments to grit audits), and engagement champs (Trump economy tips to duck-vs-owl hacks). Capping it off? The undisputed #1: “The Sales Cholesterol Analogy,” the only article nailing three lists. Merry holidays—here’s to bolder selling in 2026!
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Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)
- October 31, 2025
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Pipeline and Forecast, Understanding the Sales Force
In this follow-up to my viral LinkedIn rant on pipeline blockages, I dive deeper into “sales cholesterol”—a new way to measure the health of your sales pipeline. Drawing from my quadruple bypass experience and inspired by comments from sales pros like Larry Levine, we map heart health metrics (HDL, LDL, ratios, and inflammation) to sales milestones using my Baseline Selling framework. Learn how to score opportunities, reps, and teams to spot clogs early, improve forecasts, and avoid those deadly stalls. No more unreliable probabilities—get objective diagnostics to tweak your lead gen “diet” or “medicate” with coaching.
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Revolutionizing Sales Forecasting with a Baseball Twist
- September 12, 2025
- Posted by: Dave Kurlan
- Categories: Baseball and Sales, Sales Pipeline and Forecast, Understanding the Sales Force
Discover the “Power Alley,” a revolutionary sales forecasting strategy inspired by baseball. Learn how this KPI aligns pipeline, forecast, and revenue to boost accountability and solve CEOs’ biggest frustration.
