by BobHatcher | May 21, 2018 | Miller Heiman, Problems we fix, SalesVP
Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.” I’m not sure if anyone actually said those words, but I certainly...
by BobHatcher | Jan 21, 2015 | SalesVP
https://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results. Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...
by BobHatcher | Dec 19, 2014 | Miller Heiman, Problems we fix, SalesVP
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
by BobHatcher | Dec 3, 2014 | Miller Heiman, SalesVP
Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance...
by BobHatcher | Dec 17, 2013 | Forecasting, Miller Heiman, Problems we fix, SalesVP
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...
by BobHatcher | Apr 8, 2013 | SalesVP
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...