Questions for the End of Quarter

alt text imga eof r a dart board with all three arrows in the wall next to it

End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

Lies, Mistruths, and Fabrications In Your Sales Forecast

alt text image of half-truth + half-truth doesn't equal the truth

Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]