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...
by BobHatcher | Mar 18, 2013 | Forecasting, SalesVP
You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year. Your CEO wants you to do it with the same headcount as last year. What are you going to do? There are only four things you can do....
by BobHatcher | Sep 13, 2012 | Miller Heiman, SalesVP
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...
by BobHatcher | Jun 2, 2012 | Forecasting, Marketing, SalesVP
This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...
by BobHatcher | Jun 2, 2012 | SalesVP
I have been a Miller Heiman sales consultant for ten years and have worked with small and large accounts implementing the Miller Heiman methodologies. My client is a small system integrator, I’ll call them XXX in the Boston area and they have used LAMP to define...
by BobHatcher | May 31, 2012 | SalesVP
Over the past few weeks I’ve written about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Customer Intimacy” (see below) and today we’re going to discuss those who compete on product...
by BobHatcher | Apr 10, 2012 | Forecasting, Marketing, SalesVP
Last week I wrote about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective. This is, afterall, a sales blog! If you...
by BobHatcher | Mar 13, 2012 | Forecasting, Marketing, SalesVP
Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend, the book is “The Discipline of Market Leaders” and is...
by BobHatcher | Feb 20, 2012 | Forecasting, Miller Heiman, SalesVP, Uncategorized
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s...
