Sales Enablement & Forecasting
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Sales Enablement & Forecasting
Articles to help improve sales productivity and effectiveness, and deliver accurate and useful sales forecasts
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The Secret to Overcoming Objections: Don't! by Keith Rosen

The Secret to Overcoming Objections: Don't! by Keith Rosen | Sales Enablement & Forecasting | Scoop.it
Here’s a little known secret that the top salespeople are aware of. They never have to “close” a sale.
Avitage's insight:
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.
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Sales 2 Social

Sales 2 Social | Sales Enablement & Forecasting | Scoop.it
A community news site covering all things sales 2.0
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Great resource from an insightful company.

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Top Blog Posts — the best blog posts each week from the world of sales

Top Blog Posts — the best blog posts each week from the world of sales | Sales Enablement & Forecasting | Scoop.it
the best blog posts each week from the world of sales
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CFOs Can Help Themselves by Helping Sales Improve Forecasts

CFOs Can Help Themselves by Helping Sales Improve Forecasts | Sales Enablement & Forecasting | Scoop.it
At fast-changing, high-growth organizations, finance executives need to work with sales to derisk the business plan. This is also a way to become a more strategic business partner.
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B2B Sales: Forecasting must be a blend of fact and judgement

B2B Sales: Forecasting must be a blend of fact and judgement | Sales Enablement & Forecasting | Scoop.it
Average B2B sales forecast accuracy is - according to CSO Insights - less than 50%. Some sales organisations are doing far better. Here's how...
Avitage's insight:

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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Carol Griffiths's comment, August 8, 2013 11:12 AM
Exactly my thoughts...if the forecast is flawed, inaccurate and in some instances totally meaningless, then the final subjective appraisal is not the issue to be addressed. The fault sits in the sales process and the sales methodology.
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Is Social Selling in Need of Sales Enablement? - Marketing Interactions

Is Social Selling in Need of Sales Enablement? - Marketing Interactions | Sales Enablement & Forecasting | Scoop.it
In my last post I wrote about some of the ways Marketers could benefit from LinkedIn in relation to the report Jill Konrath and I released recently, Cracking the LinkedIn Sales Code.
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3 Tenets of Successful Salespeople | Blog | Lattice Engines

3 Tenets of Successful Salespeople | Blog | Lattice Engines | Sales Enablement & Forecasting | Scoop.it
Do you know what to look for in your next sales hire? In this blog, 10 experts weigh in on the must-have qualities of successful sales professionals.
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Carol Griffiths's curator insight, August 8, 2013 11:04 AM

Great article - I am always led by the line that say 'Hire on Skills - Fire on Attitude' because it is so true. I personally always seek to find sales people who are curious, coachable and are able to demonstrate diversity in their thinking whilst having a very pragmatic and practical approach to providing a meaningful solution. The one thing I screen heavily for is people who are out of touch with the reality of a situation. Past experience has taught me that this is a key issue when driving sales performance.