The Three-Part Framework for Building Next Year's Sales Plan

Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simply crossing their fingers and hoping for the best. To build a predictable, growing firm, doer-sellers need a realistic bottom-up sales plan that grounds abstract growth strategy in real dollars and cents. In this episode of Breaking BizDev, John and Mark introduce a Three-Part Framework—a vi...