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.
Daily Sales Tip: Selling through a downturn & uncertainty
The short version - how to rethink your messaging, approach and mindset while in a world of uncertainty. Think about it - discretionary spending stops, essential spending gets picked over and risk is reduced - for you, your prospect (as a person), and your prospect...
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