Here’s a little known secret that the top salespeople are aware of. They never have to “close” a sale.
Keith Rosen sets up the right mindset about professional selling as helping to create new possibilities vs "closing" prospects. He apples this perspective to handling objections to show the difference & benefit this approach brings. Great, practical, useful article on several levels.
Average B2B sales forecast accuracy is - according to CSO Insights - less than 50%. Some sales organisations are doing far better. Here's how...
My POV is there is too much reliance on subjective "fact" and arbitrary determinations based upon conducted activity. What's needed is a way to validate the quality of selling that has been conducted, and the reality of the vendor's status in the minds of the buyer, in a more objective way than through the lens of the sales rep or manager.
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