Flat sales, missed targets and forecasts that read like works of fiction for starters.
CSO's are noticing two trends that are causing them heartburn. First, more buyers are using the internet, social
media and online communities to educate themselves about potential
purchases thus taking away a traditional
sales person's value and making it harder to get in on potential opportunities.
Second, studies show that over 48% of deals forecast at 100% to close within 30 days are ending in "no decision". This is causing stalled
deals in the pipeline, inaccurate forecasts and shrinking margins
Many CEOs are calling for total transformation. They want to:
- Completely shift their go-to-market strategy
- Rethink everything including how they target customers, generate leads, hire and enable talent.
- Design repeatable sales processes that drive profitable revenue and,
- Find the right tools to add visibility and predictability to their sales
effort.
In many cases they want knowledgeable resources to help them execute this transformation.
