Strategies for Accurate Sales Forecasts
Clearly Define and Establish Your Sales Process
Virtual Workshop • February 22, 2024 • 10am-11am ET • Sign Up ▼
There's No Place for an Unqualified Opportunity in a Forecast!
All too often sales teams flounder because they lack a consistent sales process. There's no defined criteria that constitutes a qualified buyer … or what's needed to move an opportunity to the next stage.
Presidents, sales leaders, and business owners responsible for driving revenue join us for Qualifying Prospects with Precision: Strategies for Accurate Sales Forecasts on Thursday, February 22nd from 10:00am-11:00am ET.
Most people we talk to say, “That’s the salesperson’s job.” From a formal point of view, that’s correct.
Yet, it’s the leader’s responsibility to establish a sales process that defines benchmarks for qualification – or what isn’t a qualified opportunity. The quality of the revenue forecast depends on qualification accuracy.
Are your sellers ...
Define the criteria and questions that determines qualification and to move forward in the sales process.
Adopt a sales process that aligns with today's buyers to identify a mutually acceptable time frame.
Develop a sales mindset and toolkit that builds credibility at the highest levels by establishing rapport, meeting agendas, and clear expectations for the sales process.
Learn to qualify buyers based on whether their needs, budget, and decision-making process justify your effort to propose a solution.
Gain the confidence and skills to shift the buyer’s focus from the price of your solution to the cost of not implementing it, and their return on investment by solving their problem.
Build trust and respect where every conversation differentiates you from your competitor. Understanding your buyer, their challenges, and vision is more powerful than demonstrating product knowledge.
"Danny made a presentation to my Vistage Group over four years ago and his message resonated with me. A novel idea to have a Sales Process and dig deep into the pain the customer is experiencing. I knew I needed to learn more. I attended one of his weekly classes and I was sold. Danny has helped our Team navigate challenging negotiations, provided guidance with our sales process and procedures, and continues to provide insight and support on a regular basis. He has a deep understanding and appreciation not only for Sales leaders but for business in general.”
President MAC Products