Sales Myth - Accurate Weighting and Forecasting

I am always amazed at how some people in the organization (quite often members of the senior management team) who automatically believe that a prospective buyer who views one of our product demonstrations (in person or via webex)feel this company is going to buy and become a client within 30 days. They know nothing about the qualification process - for example asking simple questions about: authority, budget, timeframe, applicability, needs, and client requirements.

It literally drives me insane. I had a recent experience where a CEO of a small software start up placed a large Financial Institution into the sales pipeline after one demonstration of his product. I informed the CEO that he neglected to ask any of the important qualification questions (as noted above) - he just went heads down and presented - presented - and presented and because there were no questions from the prospective client - thought the call went rather well. The real danger here - in situations like this is your executive team can sometimes sabotage the overall sales effort. Some of us (sales reps/managers) may just let it go and let the executive team enjoy their false impression of the would be account.

As sales people, we need to bring this to their attention and correct them - otherwise - this account will end up as an opportunity on your pipeline report and the executive team will be upset if it doesn't close in 30 days - and we look really bad.

Let me know if you've had any similar circumstances and offer solutions for us sales dudes.

Sales Myth - Low Hanging Fruit

I have been in sales for along time and I am still shocked when an executive from your firm or company tells you to: " go grab the low hanging fruit" when you introduce a new product or service. They expect that our long term customers will automatically flock to the new product no questions asked. Nothing could be further from the truth.

Today's customer set is the most knowledgeable and connected than ever in the history of business. I'm not saying it's impossible to sell to this set - I just get sick when I hear that line. It is so cliche. The fruit they refer to here imlies "easy business" - The reality is: Companies are watching their dollars more closely than ever before; competition is fierce; and expenditure sign-offs coming from the line VP's. There is no easy business.

The fruit might be hanging low - but there are many people fighting over it and it gets picked over quickly.

Sales people will always find ways to sell. The landscape is constantly changing and businesses will always need products and services. Sales people have a tough job - but it can be very rewarding. Perhaps this myth will migrate to "fertile fields" - because the reality is B2B selling cycles can be relatively long, so the need for relationship building as never been stronger. Sales people need time to plant, germinate, and grow revenue opportunities. Great - a new cliche but even cornier! I could come up with more, but the point is made.

So next time you hear the "Low Hanging Fruit" line - please correct the individual accordingly - nicely - professionally. Okay - make gagging noises and walk away. Whatever works so they get the message.