When win rates aren't high enough and forecasting error is too high, there is a clear opportunity for sales process improvement.
Questions to ask:
We have worked with clients to improve their sales processes. One of our favorite projects is mapping methodology milestones to client’s pipeline management process. Whether it's Wall Street reporting or private profitability that needs forecasting, having accurate probability of winning assigned to each deal in the pipeline can give better guidance.
The New Power Base Selling methodology takes the guesswork out of assessing the quality of your sales pipeline and ultimately enables executives to lead a more intelligent sales engine."
- Bill Campbell, SVP Americas, Intergraph Corporation
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