“Throw in the towel, Danita. Give up.”
On December 3 (many years ago), I felt devastated. The four big deals I knew would close... didn’t close. All four prospects informed me of their no-go decision on the same day. How could I have been so wrong about all four deals?
I told myself, Go home, Danita, and find something you’re remotely competent at. Have you ever felt this way?
Is " improve engagement" a viable sales growth strategy?
It seems to me that "engagement" is a buzz word. What does this really mean in the real world? And, what are some of the common areas of misalignment?
Simply put, you need to align your sales team’s hopes and dreams to the mission and vision for your business.
Erik Beckler and I had a lively discussion about some of the alignment and engagement challenges business owners and CEO’s experience. You're welcome to listen to the podcast interview, “The Misadventures in Organizational Misalignment” here.
I was scanning LinkedIn for sales strategy trends. A post from Mary Barra, CEO of General Motors, took my breath away…
"…we will no longer allow our company the indulgence of asking “why.” We as a company will focus on “what.” What can we do?'
Why was I overjoyed to read Mary’s post?
She reinforced the exact point I had made in my 5 Bold Predictions keynote for the Economic Times Sales Strategy Virtual Summit in India – the incredible power of “what.”
“What” questions stimulate productive, future-focused thinking. They drive positive change and breakthrough results.
Wouldn’t it be great to have a crystal ball that shows you exactly what’s needed to be successful in 2021? That would get rid of all the uncertainty and angst that’s causing headaches and sleepless nights, wouldn’t it?
Unfortunately, we don’t have a crystal ball!
Joe, a business owner, sounds frustrated: “I’m not comfortable that my sales leaders and sales teams are able to give me a sales strategy with a predictable forecast of what’s really going to close? How can I plan without a reliable forecast?”