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I have been doing a lot of work recently with clients on opportunity management and believe it help address a number of typical sales issues, including the three below:

  • ‘Happy ear‘ syndrome – This is where Sales people only hear positives from the customer and convince themselves all is good with the opportunity. Then suddenly find the deal has gone away.
  • ‘Log Jam’ – This occurs when the pipeline looks healthy, based on total $ value, but nothing is moving forward. Analysis shows that the deals have stalled and been in the same stage too long due to poor qualification.
  • ‘Sudden shock syndrome’ – The deal is forecast, the commit is made and then … nothing! Aligning the sales and buying process and clearly understanding where the customer is in their evaluation and decision process mitigates this.