by Bob Hatcher | Aug 8, 2019 | Forecasting
Reason 1 – “I’m really smart, I can’t possibly learn from other people.” It’s not always easy to think outside the box when you’re inside the box. Your Sales Summit peers will give you an outside view of unbiased, brutally honest advice – and hold you...
by Bob Hatcher | Dec 3, 2014 | Forecasting
Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance...
by Bob Hatcher | Sep 26, 2014 | Sales Management
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
by Bob Hatcher | Mar 26, 2013 | Forecasting
Our Sales Summits group discusses a lot of sensitive issues. Members come to the group to help them solve these big gnarly issues. If you were part of this group, how you you advise this SVP? The Situation: SVP of sales for a software company who sells to both...
by Bob Hatcher | Sep 13, 2012 | Forecasting
Those of you who know me know that I am an avid golfer. While I am not the best golfer in the world, I’m not bad. Recently, I had an epiphany on the putting green. Here’s what happened… I had a tricky twelve footer or so, downhill with a left to...
by Bob Hatcher | May 31, 2012 | Market Segmentation, Marketing
This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...
by Bob Hatcher | May 4, 2012 | Forecasting, Market Segmentation, Marketing
Over the past few weeks I’ve written about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Customer Intimacy” (see below) and today we’re going to discuss...
by Bob Hatcher | Apr 6, 2012 | Forecasting, Market Segmentation, Marketing, Uncategorized
Last week I wrote about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective. This is, afterall, a sales blog! If you...
by Bob Hatcher | Mar 13, 2012 | Market Segmentation, Marketing
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 | Mar 1, 2012 | Forecasting
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...
