So before you applaud your sales team for making all these sales, consider the real reasons that the company bought and what influence – if any – your sales team had.
Is It a Skill Or a Will?
Gain a greater appreciation of the chief executive's point of view. There are three documents needed to earn the right to sell into large corporations and governmental organizations.
How well do you know your toughest critic?
Look at your current funnel of strategic opportunities. Within your funnel lurks a menace that drives managers and sales professional crazy. These opportunities are the ones that are said to end in no-decision.