sales pipeline

  • Baseball’s General Managers versus Business’ Sales Managers

    • March 30, 2010
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force

    The 2010 Major League Baseball season officially gets underway this Sunday evening with its greatest rivalry, the Boston Red Sox versus the New York Yankees, at Fenway Park. It gives me a great excuse to write a baseball themed article. But hey, what else would you expect from the author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball?

    read more

  • The Numbers – 8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture

    • October 23, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the 8th in the series of articles based on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.

    read more

  • Improve Sales Performance with More Effective Pipeline Management

    • November 10, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Related to pipeline, I hate inappropriate blog commenting. That’s when people seek out a blog only to use it as an excuse to write about what they’re promoting on their site. It’s the other form of SPAM. The way it manifests itself on this blog is when someone targets one of my posts on closing or pipeline management and then adds their comment about how you can solve this problem by using lead analytics software or search engine optimization. I’m all for tools of this type and I love Hubspot’s lead analytics and SEO but let’s be real.  SEO and on line analytics help to generate leads; they have as much to do with closing effectiveness as Michael Jordan has credentials for baseball’s Hall of Fame! Over achievers, using their sales competencies, create improved sales performance.

    read more

  • Sales Pipeline Can Provide Sight for Blind Executives

    • October 1, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.

    Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.

    read more