Latest / Building Your Sales Engine
One Question From the Truth: Fix Your Sales Forecast With Clear Futures
Discover why sales forecasts miss the mark -- and how curiosity, skepticism, and clear future commitments can fix your pipeline accuracy for good. Happy ears have ruined more sales forecasts than bad markets ever will. In this episode, Mark McGraw and Josh Pitchford break down the real reasons sellers miss their forecasts -- starting with the dangerous habit of hearing only what they want to hear when a prospect gives them positive signals. Josh shares his go-to rule -- "curiosity and skepticism is the antidote to hope and happy ears" -- and explains why sellers are always just one question…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.