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Tag Archives: Don’t

Top 3 Reasons Sales Forecasts Don’t Match Results

Off the Cuff Interview Question: From your experience, what would you say are the 3 top reasons sales forecasts don’t match results? First, we need to define what “match” means in the context of forecasting. If “match” means “equals,” we only need one reason: because it’s a forecast. Attempting to ...

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Buyers Don’t Know What They Don’t Know

Traditionally, salespeople (especially when they are selling technology or technology enabled solutions) are trained and conditioned to lead with features and benefits rather than focusing on the value of their service offering to their prospect’s business. The issue with this approach is not only that every other sales person on ...

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