tactical selling

  • 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
    Before and after of a backyard waterfall pump: left side dry, buried in mud and mulch with clogged pump; right side clean with clear flowing water—visual metaphor for unburying a stalled sales pipeline

    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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