Delusional Forecasting

  As we begin the new year how does your opportunity pipeline look? Too many business owners build their annual forecasts based on myth. They set goals that are unrealistic and often bae them on fiction. The fiction they use is the bad data in their CRM.  Some times they are not even using a CRM. They just have a list of suspects that they believe are prospects.

  How do you know if your forecast is real? You have to first understand your data. The problem however is too many leaders do things to sabotage themselves.  The require the entry of false data into the CRM, so they end up with false reports. Then they act surprised when things do work out as planned.

  There are ways to understand if your data is real.  Unfortunately, too many leaders are not willing to do the things necessary to really gain true understanding. They would prefer to believe in the hype.  They hope for the best.  All successful business people know, hope is not a strategy.

  So how can you know for sure if your forecast for this year is accurate?  You could work with someone who has a decade of experience developing 100% accurate revenue forecasts up to 2 years out.

  But you would have to be willing to take a deep hard look at your business.  If you want to be like the ostrich and just stick your head in the sand, go ahead. But while you are ignoring the danger signs your competitors will be busy taking your customers, and winning the competitive bids that you thought you had in the bag.

  You have nothing to lose and everything to gain by doing a factual pipeline review.

   So, what are waiting for?

  Its January 3rd now is the time to schedule an opportunity assessment and start the year armed with the knowledge of exactly where you will end 2019.

  Or you could just keep guessing, and see how that works out for you.  Do you think that’s what your competitors are doing?

Contact us and find out what your real 2019 forecast is today.

5 clues you should be aware of to verify if your software vendor can really deliver, or is just blowing smoke.

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1- If they ask you to pay in order to see if the software will do what you want. That is a sure sign you may become the victim of a smoke and mirrors act.

2- If it takes more than a week to set up a demo that can prove they have the capabilities you need. You might be in for a very expensive solution that after your investment fails to live up to the hype.

3- If the vendor tells you that the value is in the service they offer, and their primary answer to your questions is “We can support that but they can’t show you”. You may be in for some big trouble if you buy.

4- If they can show you exactly what you want to see, and they can do so in a reasonable amount of time, that is a company that you want to work with.

5- If they can provide you with references without having you sign a letter of intent first, that shows they have enough satisfied customers that they have nothing to hide.

Why Businesses are skeptical of vendors who say we can do that, but offer no proof.

Vaporware is not a solution.  If you have to pay for the proof you should look elsewhere.

There seems to be a trend with some business that if they just tell their customers, and prospects they can deliver that the customer should just trust them.  Far too often the trusting customer gets burned.  Just because something looks pretty does not mean you will get what you are paying for.

Businesses also need to be careful about being asked to pay for something that does not exist in a product.  If you are in the market for a completely custom solution this would be acceptable. But if you are expecting the product to provide you with some specific value, make sure it does what you expect before committing to the purchase.

Software vendors like to say that no software is completely without bugs.  While this may be true.  If the software does not work as expected it is the software vendors responsibility to make it right.

Some of my clients tell me that there seem to be to many software vendors trying to get over on their customers.

 One way to avoid being taken advantage of is to work with an independent consultant who has both sold, and bought software solutions.  They can help you uncover the truth, and steer you away from making a bad decision.  OSY Services LLC can help you review, and select the best software solution, and help you avoid the magicians who will simply disappear leaving you with an empty bag, and a lot of explaining to do.

Why not ask for a free assessment to determine if a solution you are currently reviewing really is something that could help you.  Call 703-226-6200 today.

What can an independent business adviser do for you?

As we come in to the final stretch of 2018 have you thought about your business plans for 2019?

How is your strategy looking?  Are you meeting your sales targets? If not why?

Are you considering new marketing programs or campaigns?  Is account based marketing something that will be part of your plans?  How about content marketing? Do you need to revise you CRM?  If you don’t have a CRM is now the time to implement one?

All of these questions can weigh heavily on a business owner. You might feel overwhelmed with all of the decisions you need to make. The good news is you are not alone.

If you had someone who has not only been a business owner, but a sales professional, marketing professional, training professional, and much more. You can be confident that you can get sound advise that can help you with your growth plans for the up coming year.

The only way to find out if an adviser is right for you is to ask. Why not ask today.  You may find it’s one of the best things you did all year.

7 General Orders of Sales Leadership Free for a Limited Time.

Right now you can get a Free copy of the 7 General Orders of Sales Leadership. With only 3 months left in the year make sure you have the right tools to finish 2018 strong.  Just complete the short questionnaire below.  The offer ends October 15th so don’t delay.  The free book is only available to the first 15 responses.

 

P.S.

If you miss the deadline you can still get a Free copy. Just schedule a no obligation initial business assessment. Complete the business owner survey here or call 703-226-6200 to schedule.

Your customers are experiencing more than you might think

In 2018 there are many reports about customer experience.  Many businesses are setting up entire departments or teams focused on it.  Many however are struggling to understand just what customer experience is and what it means for their business.

Your customers experience encompasses every interaction they have with your company,  direct and indirect. Your website must provide a great experience no matter what device your customer is using. When they meet with your employees face to face, or speak to them on the phone.  Even the documents such as invoices and letter influence how your customers experience your company.

If you are not sure that your customers experience is what is should be working with an independent professional business consultant can help you provide more delightful and profitable experiences.

 

Sometimes what you need is a little grease

Many business owners and sales executives face an all to common problem. Far too many of the opportunities in their sales pipeline are stuck. They look like great opportunities but the sales just are not coming in. How can you unstick these opportunities and turn them in to revenue?

Maybe what you need is a little outside help?

If you have ever encountered a door with a hinge that just won’t move no matter how much force you apply.  Adding a little grease can make it move just like new.

Sometimes as business owners and sales executives you can get so close to things that you are not able to see the solutions to problems that may arise. 

Someone who can review the situation with fresh eyes maybe be able to help you see a solution you not even aware of.

Sometimes when you get a fresh perspective on a situation the new set of eyes can see easily see if what you need is just a little grease to get things moving smoothly again.

If you have some challenges closing your sales opportunities we may be able to help.

Contact us for more information.

Why Work with OSY Services LLC?

Business owners want to focus on doing what they do best. Building products and delivering services. Business process management (BPM) is normally not their main priority.  BPM affects every aspect of their business.  From operations, customer service, customer engagement, sales, even billing, and collections.

As a business owner you want the best returns for your investments in as short a time frame as possible. How can you increase productivity, efficiency and profitability while growing your business?

One way is working with OSY Services LLC.

Lowering operations cost, improving sales cycles, streamlining delivery, and helping you provide a delightful customer experience are just a few of the results you can expect.

With a customized plan specific to your business, you can get better financial results, and your staff will be more effective in every way.

The only way to know if you can quickly gain higher revenue through improved processes is to request your business process assessment today.