One Loss Away from a Disaster

alt text image of a man on a rope over a city

Over time, no matter how good you are, no matter how much you care, you will lose clients. You will lose some clients through no fault of your own. You will be doing everything right, and they will change their strategy, eliminating the need for what you provide … [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...]

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