Why Sales Forecasts are Still Inaccurate in 2019

Why Sales Forecasts are Still Inaccurate in 2019

Forecasting is an old problem During World War II, a group of Army officers, led by economist Kenneth Arrow, were assigned the task of forecasting the weather a month in advance. Concluding that their numbers were no better than those picked out of a hat, they asked to be reassigned. The reply they received said, “The Commanding General is well aware that the forecasts are … Read more

major opportunity planning

Major Opportunity Planning

When to apply a strategic selling process Not all opportunities require a strategic planning process. Too much process is like cutting butter with a chainsaw. But, if you are cutting down an oak, you don’t want to use a butter knife.  Three Battle Fronts Major opportunities are fought on three fronts: Technology – WHAT do we need? Financial – HOW MUCH financial return vs. competing … Read more

financial selling

Financial Selling

A single silver bullet fired by the CFO shoots down many good projects. “Why now?” I just had lunch with a friend who advises Federal CIO’s and CFO’s on procurement. He said 75% of projects fail in the business case, not the technical evaluation. When we propose a solution, we may think the question we are trying to answer is, “Does my solution produce a … Read more

The B2B Elements of Value

We all naturally hesitate to ask personal questions. A new study explains why salespeople and customer success managers must ask personal questions. “As B2B offerings become ever more commoditized, the subjective, sometimes quite personal considerations that business customers bring to purchasing decisions are increasingly important. Understanding the full range of rational and emotional factors in business purchases – and tailoring value propositions accordingly – can … Read more

discover your formula for change

Discover Your Formula for Change

Your nature is like an elephant – strong, steady and powerful. Your will is like a rider. When the two want to go the same way, no problem. If your will and your nature want to go different directions, your nature wins. The point of application of new skills is a point of confrontation and stress. Under duress we revert to habit. Old learning or … Read more

A Proactive Sales Leader Knows How to Increase Sales

This tip provides a series of sales leadership activities, recommended by sales leaders who know how to increase sales. The sequence starts with suggested actions when you first take over a new sales team. Following these initial actions is a cadence of annual, quarterly, monthly and weekly activities to drive a high level of sales performance. This is part two of a series on how … Read more

Co-Create the Solution with the Buyer

Allow the Solution to be the Buyer’s Baby It is in our nature to be helpful. So, we tend to offer solutions. We also like to be the smartest person in the room. A master of a truly consultative sales methodology knows; however, the more the customer creates the solution, the more they love it. It’s their baby. If the solution is the buyer’s baby … Read more

Proactive vs. Reactive Sales Management

The Problem with Your Game If you hired a golf pro, what would you think if he said, “The problem with your game is that the ball does not go into the hole early enough and often enough!” As ridiculous as the golf coach’s advice is – and let me ask this very gently – is it the sort of advice many sales managers give? … Read more

How to sell - get ready to run

How to Sell

Why doesn’t my product or service sell? Have you ever wondered, “Why doesn’t my solution sell?” Or maybe it was closer to, “Why don’t these idiots buy my solution?” If you imagine a chain with two links, the weak link is either: What you are selling. How you sell. Link #1: What You’re Selling People who are satisfied with the status quo do not change. … Read more


The Law of Paradoxical Intent A favorite sales tactic of many of my clients, is the anti-suggestion. The basis for this sales tactic is the Law of Paradoxical Intent: If you’re desperate to make something happen, and you try to control events and people, you push away the very people you want to influence and you prevent the desired outcome. Role Reversal The term “anti-suggestion” … Read more