Imagine a salesperson who comes to a forecast meeting and puts down a huge forecast. The savvy sales manager naturally starts asking a few questions of the salesperson regarding each forecasted account. What is driving them to look for a new solution? What is their decision process? When do they want to have a solution in place? Who else are they looking at for this project? Now imagine the salesperson’s responses involve statements like this: I know we are the best solution for them. I have a good feeling about this one. They will make a decision shortly, they have to think it over. If you have been in sales… Read More
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