Many of these problems are related to how we adapt to stakeholder requirements during the middle stage of the sales cycle, after the discovery process and before the proposal is sent. It’s time to stop blindly “adding value” in the middle of the funnel and start solving strategic business problems that lead to new business. There is so much thought leadership on prospecting and closing, and we have all these powerful sales development tools and curated close plans, but for a lot of sales orgs, the middle of the funnel remains uncharted territory. It got me thinking-we live in such a data-driven environment, why can’t we figure out a more predictable sales forecasting process? In December of 2018, I spoke with several VPs and directors who were all struggling with the same problem: how to increase the accuracy of their sales forecasts and not resort to workarounds such as shadow CRMS and complicated spreadsheets.
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |