Forecasting Sales
For best results don’t just learn, learn right
As a staff engineer on the cusp of securing my professional license, my employer gave me opportunities to support new business pursuits. While I happened to be successful on the first few, I don’t give myself the credit. I give the credit to the owners and senior managers of the firm who gave me the…
Read MoreCEOs and CFOs can endear their creditors by sharing their sales process
CRMs have been a tough sell for many professional services firms because they were seen as adding work. So, I often end up implementing a simplified system that mainly used the Opportunities tracking module. I think that the newer cloud based systems have overcome many objections and their use is finally starting to sink in.…
Read MoreCreating change is a top-down imperative
Those who control person’s job status, salary and recognition within the firm have ultimate control. Does this mean a CEO can order change to occur? My observations are consistent with organizational behavior theory. The answer is no, at least in the professional environment where I spent over 35 years of my career. What I have…
Read MoreCertainty blasts away career limits
You may be a CEO, or you may be a mid-level technical or business professional. Either way, to reach your goal with the certainty that you will be better off and happy, you first need to believe in the outcome of your decisions. Remember that certainty is built on belief. Olympic runner Roger Banister believed he could run a mile…
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