John O' Gorman

50% Of Sales Forecasts Are Undermined By Missing Information

50% Of Sales Forecasts Are Undermined By Missing Information

Sellers are not getting all the information that they need. They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. In this insight we will examine the types of information sellers are being denied and how it can be accessed.

 John O' Gorman

Caution: Buyers Are Weary Of Questions

Caution: Buyers Are Weary Of Questions

There is a reason why buyers sit back and let salespeople do all the talking — it puts them in control. This is particularly the case because salespeople ask fewer questions when they are talking — questions that buyers may be slow to answer because of: •      Political or other sensitivities. •      Genuine information gaps. […]

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