For most people in the United States fall feels like it begin once Labor Day weekend was over on Tuesday September 3rd this year. YET fall actually began yesterday, September 22, at 4:44 PM EDT.
There are lots of things that don’t quite match up between sales organizations and our prospects perspective as well:
1. the end of a fiscal month/quarter/year vs. when they need to complete their project or make a purchase.
2. forecasted confidence level by a salesperson vs. the actual probability you will earn someone’s business.
3. how often we believe we should call vs. the frequency a prospect or customer wants to hear from us.
Today, make sure things fall into place for the inside salespeople on your team. Get together and craft some customer facing questions to make sure your perceptions match those of your prospects and customers.
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