There is always another Deal another Large Prospect for the Next Quarter, but accuate forecast are based on speed of Pushing Deals though the pipeline and enagaging well with customer so they realise the value of acting and break the Staus Quo
Sales Cycles are getting shorter
Typical Sales Process / Buying Process
Typical Sales Process / Buying Process
Typical Sales Process / Buying Process
Big Difference – up to 50% more time on a Deal that you don’t win or ends up in No Decision- waste time and cost reosuces and Opp cost and impact the forecast
3 Elements that make add up to the effectivness of the sales peorson