This is the first time I have used a 3rd party quote as a title for a Thought Post.

"Selling is the horse that pulls the cart of business."

Philip Delves Broughton

'The Art of the Sale', (2012)

Why use that quote?

Because it is beyond crystal clear - the time has arrived for Canadian B2B people to double check to make sure strength exists in front of their business-carts. 

I have personally witnessed hundreds of situations where local, SouthWestern Ontario, businesses are struggling and failing to forecast or maintain let alone grow sales. 

The problem is beyond crystal clear, it is perfectly clear; there is much B2B sales discomfort around forecasting and performance; we need to improve our B2B sales performance, and we need to do it sooner rather than later.

Here's another quote that captures some of what I am thinking:

"Sales success today is much less about getting better at what you already know and much more about creating an ability to tackle what you don't know. In order to thrive in that world, you're going to have to build a sales organization - and a sales culture - that enables that kind of innovation activity. A world where effectiveness is elevated above efficiency."

Matthew Dixon & Brent Adamson

'The Challenger Sale - Taking Control of the Customer Conversation', (2012)

So what...quotes from recent books about selling: don't make sales-challenge mountains out of sales molehills and sales quotes!

Here's what!

Take a good close look at your business development function: is it keeping up with the times?

If it is - great...you are in the successful, leading-edge minority.

If it isn't - don't sweat it...just get at making some changes for the better.