Problems we solve – Our forecasting is awful!

A sure key to losing credibility for a sales vice president is to forecast poorly. Here are some thoughts on how forecasting can be improved.

Forecasting is critical to any sales organization.  See our blog post on how it affects your credibility. Forecasting is related to funnel management.  Each opportunity in the funnel should have some probability of success associated with it.  For each opportunity do...

Anatomy of a bungled, but successful CRM sale…

As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.

As a sales consultant, I get to work with a lot of great companies.  One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system.  Being on the buying end, rather than the selling end was quite a...

Why golf is like selling…

Those of you who know me know that I am an avid golfer. […]

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened... I had a tricky twelve footer or so, downhill with a left to right...