win rate
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How Half-Measures in Your Sales Process Can Kill Your Win Rate
- October 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was scrolling satellite radio stations and something caused me to pause when I heard Dr. Charles Stanley talking about The Lord’s Prayer. He said that if you simply recite it by rote then God won’t listen. He said that
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MLB’s Replay Center Offers Lessons for the Sales Call Debrief
- May 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s Sunday night and I haven’t begun to write my Monday article, which is usually completed by Friday. I didn’t have an opportunity to write on Friday or Saturday because we were in NYC getting a private tour of the
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My Key to Building a Strong, Sustainable, Sales Pipeline
- April 16, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy.
When I was in the hospital for surgery in February, and during the recovery that followed, I had specific
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Executive Leadership is the Key to a Lasting and Successful Sales Transformation
- April 6, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…Last week I wrote this important article about how you can use sales process to increase revenue by 28%.
The article was incomplete because while it discussed which category of sales process you had, what a proper sales process
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Use a Custom Sales Process to Increase Sales by More Than 28%
- April 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Despite writing about sales process quite frequently over the years, this article will take a very different approach.
Let’s define a couple of terms:
Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with
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How To Double Your Sales Pipeline in 30 Days
- March 31, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…April Fools.
We all get these spammy emails and LinkedIn messages on a daily basis which promise more meetings, more customers, an increase in revenue, and success like we’ve never seen before.
It’s April Fools every day!
Even the people
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6 Benefits From Incorporating C2MPE in Your Selling Efforts
- February 10, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. You could also say that the Kanas City Chiefs made it clear that they lacked that same urgency.
While the single most
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How to Get Ready for Quota-Busting Sales Success
- January 18, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Is BANT a Sales Process or a Man-Made Disaster?
- January 15, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you ever circle back, repurpose slide decks and proposals, become nostalgic, rewatch movies or TV series?
When my son was small, he loved watching the same movies and shows over and over again. We watched The Lion King with
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3 Keys That Determine the Length of Your Sales Cycle
- November 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle.
This year,
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