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...
by Bob Hatcher | Jan 24, 2010 | SalesVP
Here are a few white papers that may be of interest” How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity
