sales pipeline
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Why Chasing Whales is Killing Your Sales Pipeline (10 Brutal Truths)
- May 15, 2026
- Posted by: Dave Kurlan
- Category: 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
- Category: 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
- Category: 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
- Category: 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
- Category: 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
- Category: 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
- Category: 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
- Category: 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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Top 5 Ways to Stop Striking Out on Your Sales Forecasts
- September 21, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Boston Red Sox are whiffing 62% of their bases-loaded, no-outs chances—way worse than the MLB’s 15% fail rate. Sound like your sales pipeline? Discover why high-probability deals fizzle out and how to fix it with five key strategies, from robust qualifying to predictive scorecards.
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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
Planting a fruit tree requires five simple steps in the right order—mess it up, and you’re left with dirt. Sales is no different, yet only 34% of salespeople follow a structured process. From mistaking methodologies for processes to winging it, discover why salespeople ditch the roadmap and how a proper sales process can boost revenue by 20%.