Sales forecasting – the bane of the existence of every sales leader. I have yet to talk to a sales leader that has it nailed. Then it hit me… What is a struggle today does not appear to have been a struggle for early 1900s sales leaders; back when there was no CRM (Customer Relationship Management) technology. Back when there were no forecasting calls. Back when the only means of communication was via wire. I figured out why. Systemic seller centrism reigns today, and it didn’t 100+ years ago.
What may be causing your loss to the status quo? The journey…
Do you often wonder, "Why does a prospect who's so excited about what we do and the potential impact on their business suddenly decide to stick with their status quo?" It's probably not them - it's more likely YOU. The journey is more important than the reward! When...
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