sales pipeline
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What Happens When Decision Makers are Buried and Unreachable
- June 22, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Baseball and Sales, Understanding the Sales Force
A backyard waterfall pump buried in mud after a storm is just like why most sales pipelines stall. Surface problems hide the real issues—like unreachable decision makers and weak competencies. Here’s how to unbury your pump and get revenue flowing again.
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Top 20 Reasons Salespeople Miss Quota and How to Fix it
- June 12, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Baseball and Sales, Best Top 10 Lists, Sales Process, Understanding the Sales Force
People have been babying me since my bypass — and sales leaders are babying their teams the same way by lowering quotas. Here are the Top 20 Reasons Salespeople Miss Quota and exactly how to fix it instead of making excuses. No more false wins. Time to run the bases the right way.
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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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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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Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
- April 27, 2026
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
Struggling with inconsistent sales meetings? See why cold emails from lead-gen companies fail (with real examples) and discover the proven method that actually grows your B2B sales pipeline — picking up the phone. Learn what works and what doesn’t in 2026.
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10 Questions Every CEO Must Answer to Increase Revenue Today
- April 17, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Best Top 10 Lists, Sales Compensation, Understanding the Sales Force
Google Search Console revealed what CEOs are actually searching for. It’s not closing tricks or AI hype — it’s the foundational issues holding revenue back. Here are 10 questions every CEO must answer to drive real growth today.
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Vultures or the Trusted Name in Sales Training?
- March 2, 2026
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Tired of Sandler, Challenger, SPIN, or Value Selling not delivering? Discover why companies turn to Baseline Selling after those methodologies fall short—and why it’s not vulturing, it’s expertise.
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What Salespeople Can Learn from Harry Potter
- January 6, 2026
- Posted by: Dave Kurlan
- Categories: Books, Movies, Theater and Television, Understanding the Sales Force
Kick off 2026 with a killer January by mastering the first 10 seconds of every cold call. Inspired by the jaw-dropping magic of Harry Potter and the Cursed Child on Broadway, Dave Kurlan reveals why most salespeople sound boring, stiff, or scripted — and how to deliver a “magical” opener that grabs prospects instantly and books more meetings.
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The Key to Account Retention: Be More Like Dinger
- December 4, 2025
- Posted by: Dave Kurlan
- Categories: Dinger the Dog, Understanding the Sales Force
On a typical day, our 8-year-old Golden Doodle, Dinger, chills on the floor, ignoring the sofa like it’s yesterday’s news. But when our 23-year-old son Michael came home for Thanksgiving, and the 5- and 8-year-old cousins crashed the couch party? Boom—Dinger’s suddenly sprawled out, staking his claim. Not for pets or playtime, but pure territorial fire: “This spot’s mine with my bro, outsiders.”
From the sofa to the boardroom, it’s a wake-up call for salespeople. Stop taking clients for granted and start acting like Dinger—territorial, competitive, irreplaceable. Retention isn’t passive; it’s proactive hustle that keeps competitors off your turf. -
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.
