by RVHMaster | Aug 8, 2019 | Forecasting
Reason 1 – “I’m really smart, I can’t possibly learn from other people.” It’s not always easy to think outside the box when you’re inside the box. Your Sales Summit peers will give you an outside view of unbiased, brutally honest advice – and hold you...
by RVHMaster | Dec 3, 2014 | Forecasting
Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance...
by RVHMaster | Mar 26, 2013 | Forecasting
Our Sales Summits group discusses a lot of sensitive issues. Members come to the group to help them solve these big gnarly issues. If you were part of this group, how you you advise this SVP? The Situation: SVP of sales for a software company who sells to both...
by RVHMaster | Sep 13, 2012 | Forecasting
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 RVHMaster | May 4, 2012 | Forecasting, Market Segmentation, Marketing
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...
by RVHMaster | Apr 6, 2012 | Forecasting, Market Segmentation, Marketing, Uncategorized
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...
