Category Archives: Leadership Best Practices

Managing IT Sales “Forecasting Moles!”

IT sales forecasting by its very nature is an unscientific art. The decision cycles, budgets, and purchasing needs of prospects constantly change. Sales forecasts are just snapshots of time captured on a selected time slice. The introduction of CRM systems and contact management programs have made sales projections less accurate today in the ability to…
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IT Sales Process Development

Developing a sales process that is successful, replicable, and measurable is one key to growing your firm. Like six sigma models, the correct sales process is designed to minimize and eliminate business errors that reduce your sales operational deficiencies and increase corporate profitability. Having corporate revenue success is not always a proven sales process. Often…
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Take the 2016 Revenue Capture Success Test

Will 2016 be better than this year? Selling and marketing are premeditated sports that need to work in tandem with strategic buyer conversations that communicate your business value succinctly to drive corporate revenue. 2016 is almost here. As you scramble to close out 2015, are you ready to have 12 contiguous months of revenue capture…
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Increase Your Revenue Through Better Sales Forecasts

6 Reasons Why Most Sales Forecasts Are Inaccurate and Why They Hamper Corporate Profitability One success driver for companies to grow their top line revenue is the accurate management of their sales forecast. A sales forecast is a leading business driver that when used correctly, increases corporate cash flow, accelerates operational success, and allows companies…
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