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Is defined as Pinnocchio saying “My nose grows now”. It is neither the truth or an untruth. It is both - and - neither!
“I’m going to get the order next month”, “We are the preferred vendor”, “This deal is at the 75% stage”, “There is no competition left”. True? Maybe, maybe not. We are not suggesting that every sales executive is deliberately lying, but, if they are in React Mode it is very difficult for them to know for sure. Even with the best intentions and complete honesty, accurate forecasting is problematic at best.
If you are having problems sorting out what is really going on in the forecast and you also want to help your sales executives to be more successful...............
Ninth Bridge have developed a process that enables;
- The real status of every deal
- The real value of every deal
- The real likely outcome
- The real position of each rep against their targets
- The real ability of each rep
- What really needs to be done to win
to be ascertained with absolute clarity.
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We can provide training to enable you to do this in-house, or we can do it for you. Either way, you will have a much clearer view of what your real sales outcomes are going to be, AND, each rep will get powerful coaching in how best to move their deals forward.
This process will unravel truth from fiction (whether intended or accidental) and inject insight and strategic power to help the sales executive move their opportunities to closure with more certainty.
This is a powerful, pragmatic, proven method that results in shorter sales cycles, higher value sales, reduced cost of sale and resource usage and clarity for management.
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