Fantasy vs. Reality: Staying Sane During the 2005 Planning and Budgeting "Silly Season"
By Tom Marx and Tom Herndon, October, 2004
October is usually planning and budgeting season - the MOST important time to distinguish fantasy vs. reality. Here's how to set believable goals and sales projections, based on the serious consideration of sales gains (or losses) for the current year, competitors, looking at the pipeline, and developing a matrix of current clients, prospects and products available for go-to market.
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