July 14, 2020Forecasting - why do we need to forecast? Because our sales manager says so? Well that is one reason but there are a few more.........
- We need to forecast sales so that we can:
- Plan the sales activity, manufacturing, cash flow, staffing, meet payroll, pay suppliers
- Build a real and adequate revenue pipeline
- Set priorities and "action manage"
Forecasting a sale
- You can only real ... Read more
December 8, 2017We frequently hear sales people saying "there's no competition on this deal". When we dig deeper we find that there is competition after all, but not from where they think. The "competition" is coming in the form of 1) lethargy, the easiest decision is no decision, do nothing or 2) competition for use of the funds earmarked for your deal - not a directly competing product, service of solution. Lethargy is always a challenge - remind the prospect of why you are there in the f ... Read more
June 15, 2017Having been in the sales business for a long, long time, having trained literally thousands of salespeople, having sold and trained around the world, I am often asked "Has selling changed over the years?". Well, if you were to read one of the most famous sales books ever, Dale Carnegie's, "How to Win Friends and Influence People", and you read the first few paragraphs without reading the preface, you'd think, "Hmm... this is quite relevant today." Then, when you do read the prefa ... Read more
September 29, 2013Just when you are expecting the order the competition side swipe you by being politically aligned with the decision makers, unfortunately you were speaking to the wrong people - has this ever happened to you? Time and time again we see sales and business development people doing a great job at presenting their products, services and solutions but sadly they are doing a great job with the wrong people. They are in their comfort zone - talking with IT and technical people, administrators, ... Read more