sales forecasts
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Is Sales Today Nothing More than its Tech Stack?
- August 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are on the sales team in any function, focus on selling and ignore the noise and distractions of anything that isn’t directly helping you develop your skills to book more meetings, improve your ability to reach decision makers, build relationships and trust, take a consultative approach, sell value, qualify and close business.
To everything else simply say “fuck off.”
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Top Sales Videos and Rants From Dave Kurlan
- March 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection presented below, most are rants so the rants are much more popular. The most-watched (I have added to the list so there are more than 10 now!) videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk. All but three of the videos are three-minutes or less, one is six-minutes, one is ten-minutes and one is eight-minutes. Topics include:
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10 Selling Scenarios When You Must Slow Down
- February 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Porcello’s thoughts about the importance of slowing down in certain situations and focusing on the present apply to the following 10 sales and sales leadership scenarios. Slow down:
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An Ode to the Evolution of the Pipeline
- July 13, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Selling – the art and science of getting people who didn’t necessarily want what you have, to pay you a premium for it. Before you can sell anything, you must have some people to sell it to! Fill the pipeline today!
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Top 10 Reasons For Inaccurate Forecasts
- February 28, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We joke a lot about sales forecasts being no more accurate than weather forecasts, but everything is relative. An inaccurate forecast of cloudy won’t have much of an impact on anyone, but an inaccurate forecast of sunny and warm might. An inaccurate forecast of flurries might not cause a problem if they don’t materialize, but an inaccurate forecast of a foot of snow – in either direction – has serious consequences.
Inaccurate sales forecasts are legendary. Here are the 10 most common reasons why salespeople, sales managers, Sales Directors and CEO’s suffer from this:
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Why Was the Sales Forecast So Unreliable?
- February 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The snow storm never happened. We got an inch – over a 12 hour period – and the state shut down for nothing. And it’s not like we can’t handle a snow storm here in New England. We can handle anything! They just blew it. How was this forecast similar to the sales forecast?