accurate sales forecast

  • The #1 Key to Making Sales Forecasts Accurate Again

    • October 24, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What is they key to accurate sales forecasts?  Sure, it’s all of the things I’ve written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc.  But haven’t you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?  Don’t too many of those well qualified opportunities become delayed closes or losses?  So what is it?  What is the one thing that will accurately predict whether or not an opportunity is strong enough to pursue with everything you’ve got?

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  • Key Sales Strategies for December

    • December 1, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So let’s discuss December sales strategies.  What can you do to assure that December (a short month with only 17 business days) as well as the 4th quarter and the year finish – all have a strong finish?

    You won’t like my answer at all, but it’s the truth.  

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  • What it Takes to Make Your Sales Pipeline Accurate & Predictive

    • August 5, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, while speaking in DC, I asked my usual questions, but the response to one of the questions left me scratching my head.  It wasn’t a new question; as a matter of fact, I’ve been asking it for years.  And, as you can see below, I’ve been writing about the pipeline in various ways for years:

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