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Sales Effectiveness Newsletter
Delivering useful and insightful information to
sales professionals |
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Table of Contents Why Most Forecasting Methodologies Fail Driving By the Seat of Their Pants Show Your Stuff - By Asking Questions Quest for Customers - if you missed February 28th Market-Partners/Placeware seminar "Quest for Customers", you can view the archive here.In the "Quest for Customers", Martyn Lewis introduces the concept of "Vortex Selling(TM)" - a new way of looking at the traditional sales funnel. For more information on Vortex Selling(TM) and how this approach can dramatically improve both short and long term results, starting with just a one day investment, click here. Questions or Feedback? We welcome questions and feedback from our newsletter readers. What articles did you find particularly relevant and useful to your situation? Please let us know what topics you would like to see covered in future newsletters. Contact us. Did you know that Market-Partners provides keynote speeches and workshops? Contact us for more information. Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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Shape and Velocity Management
Installment 2 of
Stu Schmidt |
| You've got the "Sales
Manager's Magic Three" down pat - pipeline multiple, sales cycle length, and
lead conversion ratio - so you're all set... or are you? What if you could
get inside each of these critical measurement categories and understand what
they were really telling you? In this follow-up article to Stu's high impact
The Art of Measuring Sales
in our last newsletter, he demonstrates
the value of applying what can be learned from the shape and velocity of the
sales funnel to real life sales management situations, and why sales
managers can't afford not to!
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Why Most Forecasting Methodologies Fail
David Laing |
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Why are accurate sales forecasts important to the organization? How accurate - really - is your sales forecast? How much time and effort does it take to get a consistent and accurate forecast? Gaining a better understanding of the traps, and tips, will help you along the road to forecasting success. |
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Driving By the Barry
Trailer |
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| It's not enough to know sales
measures - you have to understand the context to win the race. Ever run out of gas in your car? Maybe it was inconvenient; maybe it was a real hassle. But what if you were racing at Monaco and running out of gas on the final lap cost you $1 million? This is the third of a three-part series on metrics. In the first segment we presented the need for clear and consistent sales operating performance measurements to support predictable, sustainable, and continuously improving business results. Last month we discussed, in some detail, the issue of forecasting. In this segment, we take a look at metrics. |
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Show Your Stuff - Martyn
Lewis |
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| Sometimes we're just too
anxious to demonstrate our expertise. Consider these two different sales
calls to a Vice President of Manufacturing...
From Martyn Lewis's upcoming book Sales Wise - an anthology of selling stories, follies, and fables, each with a relevant and timely sales message. To be published later in 2003. If you wish to be notified of publication date, please e-mail us.
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| Copyright ©2003 Market-Partners Inc. - Articles and other content from this newsletter and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the newsletter in its entirety. | ||
