What History Got Right: Sales Forecasting
Audio Podcast
While reading and studying books and magazines on sales leadership from the late 1800s through the 1940s:
The problems of sales & leadership are almost all the same today…except for one thing. There are no articles, or even expressions of consternation, about forecasting in sales back then. I think I put my finger on why – and while it might not solve all of our forecasting issues, there’s a core question that should strike everyone who listens…
Why do we try to predict when a buyer will buy via forecasts and stages that are based on seller activities?
100 years ago, their processes NEVER were “discovery”, “qualification”, “demo”, “proposal”, “close’. Never. Listen in to what was the basis of EVERY sales process and forecasting methodology 100 years ago…a systemic recognition of buyer behavior.
Other Podcasts You Might Enjoy
Stories from the 1910s – The First B2C & B2B Cold Calling Campaigns!
Audio Podcast An amendment to Season 1, Episode 10's episode on "When Did Cold Calling Begin?", this episode tells of two newly found stories - of the first found (so far) B2C telephone cold calling campaign in 1910, and the first found B2B telephone cold calling...
Using History to Predict – The Future of Sales
Audio PodcastIf the saying "if we don't know history, are we doomed to repeat it" is true, then why can't we use history to also predict the future? In this episode, I attempt to do just that. "Buyers know more nowadays" isn't just a quote from LinkedIn today, but...
The OG’s of Sales Leadership… Were REMOTE Sales Leaders
Audio PodcastIsn't it ironic? Today, we fret over the challenge of building and leading teams that are all remote. However, the original sales leaders in the "modern" era of sales (i.e., 1907-1920s) - were REMOTE sales leaders. And, they built, trained and motivated...
0 Comments