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by Gerard Sternesky April 16, 2019

Want Forecast Accuracy? Get to Know Your Sales Information System

In parts 1 and 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.  In this part, we’ll discuss how to set-up your sales information system in a way that promotes forecast accuracy.

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by Gerard Sternesky April 9, 2019

Want Forecast Accuracy? Get to Know Your Sales Process

In part one of this series, we discussed the importance of getting to know your client base.  Factors such as the criticality of your product to their success, the buyer’s attitude toward sales and salespeople, the financial and personal risks they face both from buying and NOT buying your product and the way in which they want to buy all provide data points that should inform the sales process you deploy.   In this part, we’ll discuss how to avoid the pitfalls we see in many sales processes and help you design a sales process that appropriately leverages what you know about your client base.

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by Gerard Sternesky April 3, 2019

Want Forecast Accuracy? Get to Know Your Client Base

As we enter the second quarter of 2019, many companies on calendar fiscal years are asking their sales departments for revenue forecasts that reach out to the end of the year. In this four-part series, we’ll provide suggestions on how to improve the accuracy of revenue forecasts and the issues that can influence it.

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