This Issue:
Navigating to Better Sales
How to Forecast Sales Accurately
With an unforgiving market and customer loyalty on the wane, an accurate forecast is increasingly important. But is it attainable? Bob Miller, co-founder of Miller Heiman, debunks the myth that an accurate sales forecast is impossible and explains how your organization can achieve it.
The Dangers of Customer Self-Diagnosis: Halting an Accelerating Trend
Today's instant availability of information creates both opportunity and risk: the opportunity to know more, faster, and better, and the risk of mis-interpreting needs so much that the wrong solution is proffered. Learn how to work with self-diagnosing customers and avoid reducing the value of your knowledge and experience down to a commodity.
The Dark Horse of Opportunities: RFPs Re-Enter the Race
A Sales Secrets Feature
In response to increasingly tightened conditions, sales organizations are looking everywhere they can for new opportunities – including Request for Proposals (RFPs). But some RFPs are not born from a genuine need within the organization. Before investing precious resources, determine whether the opportunity to win the business is truly there.
The New High Performer
Many salespeople are returning to the basics by focusing on building strong customer relationships. But that approach alone won't win more business. The Integrated Sales Executive Council found that one type of sales professional uses an effective customer approach that makes him or her more likely to be successful in this market and sustain that success when conditions improve.
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