closing ratio

  • The Buyer Journey – Myth, Reality, Hybrid, or an Avoidable Part of Selling?

    • September 15, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Buyer Journey is front and center again.  Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey.  8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here.  Don’t miss Mike Weinberg’s comment – I love it!  It’s pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?

    read more

  • Opinion: Why Sales Win Rates Have Reached an All-Time Low

    • November 27, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the findings in the most recent Sales Performance Optimization Study, from CSO Insights, revealed that the win rate for deals has reached an all-time low.

    read more