Tag Archives: sales forecasting

Sales Hasn’t Changed

Posted on March 28, 2013 by don.gray@salesengineeringgroup.com

I hear much discussion about how sales has changed.  There is a new paradigm out there.  Buyers are different.  They have more knowledge.  They are smarter.  They enter the buying process farther down the selling process.  I hear that sales … Continue reading →

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Aligning your selling with the prospects buying process

Posted on March 24, 2013 by don.gray@salesengineeringgroup.com

Blog Response to “How B2B Social Sellers Align With Their Buyers – fm SmartBrief Online I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. I reviewed … Continue reading →

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Sales Process: Help or Hindrance

Posted on August 15, 2012 by don.gray@salesengineeringgroup.com

I just finished reading Kendra Lee’s recent post on Sales Process: Help or Hindrance.   http://www.thevarguy.com/2012/08/01/sales-process-help-or-hindrance/ I found it interesting for several reasons, but I want to share my perspective in two areas.  While Kendra’s main focus is on sales process … Continue reading →

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Your Sales Responsibilities as a Small Business Owner

Posted on July 9, 2012 by don.gray@salesengineeringgroup.com

Small business sales challenges Recently I met with two business associates of mine whom I have known for a few years. The story that unfolded about their business and what they have decided to do about it is something that … Continue reading →

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The Cause and Effect of Poor Sales Forecasting

Posted on January 12, 2012 by don.gray@salesengineeringgroup.com

What really causes a bad forecast? What is the impact to the business when you have a poor or unreliable forecast? I have found that the financial impact can be quite severe when forecasts are not reliable? How about you? … Continue reading →

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