sales win rates

  • Bigger Sales Pipelines – The Dangerous Truth

    • April 18, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I was invited to download the 2016 InsideSales.com Business Growth Index Report.  I read through it today and while I wasn’t terribly surprised by anything, there were a few findings that are quite interesting, showing that some companies aren’t making very good decisions, and these decisions could be representative of your company too.

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  • It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession

    • March 10, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You remember the last recession – the great recession – right?  I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet.  Bam!  We lost a third of our revenue overnight – and we were prepared for it!  I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.

    In my business, I can see two trends ahead of others and I began seeing both of those factors begin to kick in last month.  Do you know what  they are?

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  • Achieve More Accurate Forecasts and Sales Results Today

    • November 12, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week, a new client was explaining how he called several of the nearly 300 opportunities that one salesperson had in his pipeline.  My client identified 7 opportunities that had no recent activity, but had been in the pipeline for several months and were supposed to close.  Imagine my client’s surprise when:

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