Leadership
How To Forecast Sales Part 2
In the last article, I wrote about forecasting and the importance of a proper sales process to get it right. Without the right sales stages and milestones, you get the wrong signals. You hear a lot of, “Deal looks good.” “They loved our demo.” “They like us a lot.” And you have 0 idea what’s…
Read MoreHow To Forecast Sales Part 1
You’ve got a goal this year. A number. A target. Will you hit it? Will your team? It’s what you want to know. It’s what your CFO wants to know. It’s what your partners or investors want to know. Forecasting is not as sexy as closing a big deal, but it’s nice if you like…
Read MoreSales Myths CEOs Believe
There are a lot of myths in the world of sales. Unfortunately for CEOs who don’t come from a sales background, they get fooled by these myths. They mistake them for “conventional wisdom” because they hear them so often. Even for CEOs who come from a sales background, it’s easy to believe what they hear…
Read MoreMaking Your Sales Process…Work
Ask yourself if this sounds familiar. You ask one of your employees or team members about an opportunity with a potential new customer. “Looks good,” he says. “Why’s that?” you ask. “They liked what we had to show them. I feel good about it.” You ask, “What’s the next step?” “I’m waiting to hear back.”…
Read MoreGrowth – Whose Job Is It, Anyway?
A client (professional services firm) aims to grow by 40% next year. And it’s doable. The plan is actually simple. A certain level of retention on existing clients/customers, with some predicted growth there, and that takes care of 70% of the growth. The rest will come from new clients/logos. But there’s a problem. And it’s…
Read MoreA Discussion with Chris Turnley
A several-time CRO talks to 7 heads of sales…. Here’s what he shared. In our Leaders’ Forum, sales leaders come together to learn together, to grow in their careers, and to push their companies forward. It’s not just the founders/CEOs who are full of fire; the sales folks want to make hay, too. And they…
Read MoreLeadership Lessons From Ted Lasso
We need more leaders like him.
Read More