sales pipeline
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A Guaranteed Fix for Inaccurate Sales Forecasts
- September 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The weather has become quite predictive – if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours, but for the most part, especially where I live in New
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The Conversation Sales Leaders Must Have with Salespeople
- July 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers.
On page 49 (of the Kindle
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An Ode to the Evolution of the Pipeline
- July 13, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Over the weekend, I was thinking about sales pipelines and inaccurate forecasts, how companies are always experiencing issues at the top of the funnel, and it inspired the following poetry. It won’t win an award for imagination, creativity, rhyming or
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Do We Have Sales Compensation All Wrong?
- May 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Earlier this week, I posted an article that explored whether or not a salesperson should be punished for landing a big deal if that same salesperson had nothing else in the pipeline. It generated some heated discussion in the comments
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Fix Your Mediocre Pipeline for Accurate Sales Forecasts
- January 26, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most salespeople don’t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive
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Key Sales Strategies for December
- December 1, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s hard to believe that it’s December already. It seems like only yesterday that I made my annual reposting of one of my most popular articles of all time – a terrific holiday article that is worth a read even
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Achieve More Accurate Forecasts and Sales Results Today
- November 12, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Are you old enough so that if you don’t write something on your to-do list you won’t remember to do it? That’s me. I don’t feel old, I don’t look that old, but I’ll be 60 next year and have
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How Stealing 2nd Base is Today’s Secret to Success in Sales
- June 16, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday, I was coaching first base in the game that would determine the Little League championship for our town. It was late in the game, we were down by 4 runs, and had runners on 1st and 3rd. The runner -
Sales 2.0 Conference; The Huge Sales Blitz and Sales Processes
- March 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, I spoke at the Sales 2.0 Conference in Philadelphia. More about that in a minute. First, I would like to relate a story about the taxi ride from the airport to the Ritz Carlton. No, the driver wasn’t a
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Sales Leadership Observations about Pipeline and Terminations
- June 3, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Pipeline, The Funnel and the Inaccurate Forecast – It gets a bit scary when people who are experts in one thing write about another. Today’s example was sent to me by OMG partner Mike Shannon. He sent along
Yesterday, I was coaching first base in the game that would determine the Little League championship for our town. It was late in the game, we were down by 4 runs, and had runners on 1st and 3rd. The runner