Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Is Sales Planning a Waste of Time?
The Context In a recent sales workshop we had lunch with three sales representatives. For purposes of anonymity we will call them Abbie (A), Bill (B) and Charlie (C). It was 10 months into their fiscal year and the conversation turned to their sales funnels, sales planning activities and their efforts to close the year […]
Selling Time is Sacred! Do a Time Management Check!
For many MedTech sellers January 1st began a new fiscal year and a new sales quota. For others their fiscal year starts April 1, July 1 of October 1. Regardless of when your fiscal year starts it’s always wise to take a few moments and reflect on three (3) important things: 1. How many selling […]
