We enable business growth through useful tools and effective practices that can be incorporated into an appropriate strategy.
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Friday, February 13, 2015
How do you assess your company's ability to meet its sales forecast?

Accurate sales forecasting continues to be a moving target for most sales organizations. In the last few years, web-based research has impacted the buying process and the buyer’s proactive ability to identify their own problems and solutions much earlier in the cycle. As a consequence, traditional sales forecasting models have been severely disrupted resulting in an epidemic of unmet sales forecasts. Currently sales organizations are spending an inordinate amount of time, creating...

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Thursday, January 8, 2015
Is your CFO rolling the dice when it comes to receiving accurate sales forecasts?

Large sales opportunities continue to create a false hope to meet forecasts C-Suite executives are losing confidence in their sales organization’s ability to deliver accurate sales forecasts. According to a recent CSO Insights survey over 47% of forecasted (and weighted) enterprise sales opportunities never close. In fact, the odds of winning at a craps table in Las Vegas are slightly higher.  There is a great video by Jim Dickie, Managing Partner at CSO Insights,...

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Featured Article
Tuesday, March 24, 2015
Do your sales reps struggle to win deals?

It’s no secret that sales reps often act as “double agents” in order to keep the peace between their company and client.

Sales reps traditionally value their relationship with the client and are often annoyed that they have to “push” a client or potential client for the business and often try and avoid any potentially negative interaction.

At the same time sales reps realize their company provides them a paycheck and subsequent commission to close business and know they have to make those painful calls to clients to ask for the business. A frustrating dynamic for everyone.

At 4Growth our evidence-based sales effectiveness model reveals this dynamic to be based on a fundamentally flawed framework. Sales effectiveness means bringing insights, tying those insights to what you know of your prospects business and helping your prospects, possibly even provoking your prospects, into a new view of their problems. When the sales model and organization is correctly structured sales reps are empowered to bring new ideas and to be disruptive. It’s our job!

Having this sales effectiveness approach embedded in your sales organization brings a new focus to seeing more clearly into phrases often heard by sales people.

According to our research, there are five common objections that B2B Sales Executives typically hear from their sales team during a sales pipeline...

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