I'm sure you've heard about "The Martian," Ridley Scott’s thrilling movie about Mark Watney, an astronaut left behind on Mars when a mission to the red planet went horribly wrong.
Watney's statement, "I'm going to have to science the shit out of this" struck a chord around the world. The only way Mark could save himself was relentless use of a single tool: reason.
When markets, technologies, or personnel change, sales departments that have run well for years can have a rough time. When too many deals go to “no decision,” and no one can predict which accounts will buy, the traditional “black-box” mentality of the sales department becomes a problem that needs solving. Of course salespeople do their best to explain what is happening via their stories and anecdotes. Unfortunately, that usually doesn’t solve anything. Worse, these situations are typically not their fault. They are the legacy of the culture that worked in the past. Yet, there is a way to see inside the sales black box. And like an X-Ray, the results it makes possible are far better than most companies can achieve without it.
Executive Sales and Marketing Association of Atlanta’s recently. Several executives there lamented about the difficulties of sales prospecting these days. One mentioned his company’s salespeople had to make more than 500 phone calls to find one viable prospect. Others concurred. Once they had a prospect, a thirty or forty percent close ratio reduced the odds that much further. Boy, did that bring back memories.