Skill + Do
Ask direct and hard questions in your meetings and probe for the truth from your buyers about their intent to buy. Do it in every meeting.
Force yourself to throw out the rotten fruits and veggies today – mark your stale deals as "closed lost" and move on.
Nobody cares about the aggregate amount of your pipeline if none of it closes.
You can be the nicest gal/guy inside your org, and say all the right things in meetings, and volunteer to push all the chairs back in the conference room after meetings…but if you don’t deliver an accurate rev projection each quarter, your credibility is shot.
How do you get good at pipeline management and forecasting?
Aask direct and hard questions in all of your meetings and probe for the truth from your buyers about their intent to buy. Listening to the anwers of your smart questions is not enough, you’ll also need to qualify buyers and fight through objections.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
"Forecasts tell us more of the forecaster than the forecast." Warren Buffett
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