Have you heard the news? Consultative Selling is Dead. This from an Inc Article, Why Consultative Doesn't Work. Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales.
Strategic Discipline Blog
Topics: Sales Process, Dave Kurlan, Sales Training, Sales Discipline
Sales Pipeline – Why Your Sales People Forecast Too High
Posted by Douglas A Wick on Mon, Oct 4, 2010
Do you have trouble anticipating what your sales will be from month to month? Do your sales people have difficulty giving you an accurate forecast on what they will produce each month?
Topics: Work Process Flow Charts, Dave Kurlan, Sales Discipline, Baseline Selling