Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

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Data.com Connect presents Bill Rust and Peter Ekstrom - See Into the Future.

Data.com Connect presents Bill Rust and Peter Ekstrom - See Into the Future.

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  • 1. Copyright PLAYER MAP, Inc. All Rights Reserved.. See into the Future
  • 2. See into the Future Astound your co-workers with amazingly accurate revenue predictions !!!
  • 3. How accurate are your revenue forecasts? Taking a pipeline x-ray Forecasting revenue in your pipeline Applying a proven formula for success Developing and executing strategies Fine tuning your approach
  • 4. Why the mystery? Guesswork Overly optimistic predictions Not aligned with Players Not presenting value What are your top challenges when it comes to forecasting revenue?
  • 5. The cost of failure High cost of sales / Misallocation of resources End of quarter scramble Reputation in company may suffer Worst of all..sales teams become desperate
  • 6. Why is it on your Forecast? Fast 5 qualifiers to focus your forecast Why? When? Who? $? Competitors?
  • 7. Simple formula Players + Value – Competitor = SALES
  • 8. Keys to success Get and maintain visibility Focus on difference makers Get rid of dead deals
  • 9. See Your Pipeline Analyze Client Project Client Criteria Our Position Our Competitors Client Players Value Package
  • 10. Basic strategies Push: you are strong, so push to win now! Piece: key competitors are very strong, so focus on securing a piece of the solution Plus: change the ground rules by adding “plusses” for the client to consider Which strategy should you use most often?
  • 11. Accelerate, Brake or Cruise What pace are you setting in top pursuits? Are you reacting or controlling the pace?
  • 12. Fine Tuning your Approach Create a culture of coaching
  • 13. QUESTIONS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending Taking a pipeline x-ray Forecasting revenue Formula for success Executing strategies Fine tuning your approach
  • 14. Feel free to contact us if you have additional questions or comments: Scott: scott.leland@playermap.com or 1.414.921.2550 Bill: bill.rust@kumasolutions.net or 1.713.894.8117
  • 15. Want to hear about upcoming webinars? Be sure you sign up on jigsaw.com! Find us anytime: @connectmembers /datadotcom Find more Thought Leadership content and past webinars/recordings on The Corner! bit.ly/CornerEvents