by Bob Hatcher | Dec 17, 2013 | Forecasting, Miller Heiman, Problems we fix, SalesVP
Forecasting is critical to any sales organization. See our blog post on how it affects your credibility. Forecasting is related to funnel management. Each opportunity in the funnel should have some probability of success associated with it. For each opportunity do...
by Bob Hatcher | Mar 18, 2013 | Forecasting, SalesVP
You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year. Your CEO wants you to do it with the same headcount as last year. What are you going to do? There are only four things you can do....
by Bob Hatcher | Jun 2, 2012 | Forecasting, Marketing, SalesVP
This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...
by Bob Hatcher | Apr 10, 2012 | Forecasting, Marketing, SalesVP
Last week I wrote about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective. This is, afterall, a sales blog! If you...
by Bob Hatcher | Mar 13, 2012 | Forecasting, Marketing, SalesVP
Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend, the book is “The Discipline of Market Leaders” and is...
by Bob Hatcher | Feb 20, 2012 | Forecasting, Miller Heiman, SalesVP, Uncategorized
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s...
