Sales Forecasts done Simply and Clearly

Accurate sales forecasts are scarce, like honest politicians. Sales management work is a stroll down the fairway if sales data is accurate. All shots, perfectly planned, made with best results possible. The yardage is known, and the green shimmers right there in front. And shots do miss the green, just like salesmen miss deals. But, the win rate jumps, like greens hit in regulation, when all deals are known and all balls are found.

Why is the Sales Forecast Wrong?

Sales Forecast Magic

If you follow the sales forecast would you end up buried? 

Sales Forecast Clarity

"Hey Bob, glad I caught you. How's it going?" Asked the sales manager.

"Going OK Frank. Just got out of a meeting with Xpedx here in Houston. Sales guy said thinking why did he answer the phone.

"Hey tell me all about it."

"Sure, lets start with the deal working for Sara Lee,..." The sales guy sighs.
And over and over.

Sales Numbers: You hitting yours. 

Do you know what is happening in the sales team?

Why is this happening to me? 

Hitting Sales Numbers?

Are Deals coming in? 

Analyze your Sales Company

Sales Cycle Qualification

IBM used tons of acrononyms. Here is one of the best: BANT

• Budget: does prospect have money to pay for solution? 
• Authority: does contact have authority to release funds to buy solution? 
• Need: what are pains and urgency to seek and choose a solution? 
• Timeframe : what is date to have solution in and trained. 

This is an elegant 4 step qualification approach. If 3 are known, then lead is qualified as opportunity. 

Autoresponders Work 24/7 Boosting Sales Lead Conversion to Sales Ready Status

How to Jump your Quote Close Rate

Start a Quote Call Day

Make each Friday afternoon "Quote Close Time." Put this 2 hour period on the calendar and repeat it each week. Train your sales teams to do this each Friday, no excuses. Sales teams which work in a bull pen area will work off each other, learn and get better.  Remote sales guys will get better too.

OnlineSalesSoftware.net announces new automated follow-up technology. The maker of online sales management tools and the flagship Sales Power Bench, today released powerful Autoresponder technology to help sales teams keep in touch with Customers and prospects. this new feature combined with automated sales lead and business opportunity tracking with all salespeople makes onlinesalessoftware the leader in the automated marketing and sales management software space.

The cold call cowboy was the king. I read of his phone mastery in
sales books. Dial after dial, a mountain of calls each day, made to get
the leads he needed to make the money he wanted to make. Simple
process:

"Hi, I am the cold call cowboy, do you buy stocks? "

"No."

"Thank you very much."

Hi,
I am the cold call cowboy, do you buy stocks?" And on and on. Bill Good
calls this cherry picking. Concept of finding a cherry versus a pit.
The script does not change. And we can make this better.