data.com connect presents - see into the future @connectmembers @billrust @peterekstrom
Post on 13-Sep-2014
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Data.com Connect presents Bill Rust and Peter Ekstrom - See Into the Future.TRANSCRIPT
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Copyright PLAYER MAP, Inc. All Rights Reserved..
See into the Future
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See into the Future
Astound your co-workers
with amazingly accurate
revenue predictions !!!
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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
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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?
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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
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Why is it on your Forecast?
Fast 5 qualifiers to focus your forecast
Why?
When?
Who?
$?
Competitors?
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Simple formula
Players + Value – Competitor = SALES
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Keys to success
Get and maintain visibility
Focus on difference makers
Get rid of dead deals
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See Your PipelineAnalyze
Client Project
Client Criteria
Our Position
Our Competitors
Client Players
Value Package
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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?
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Accelerate, Brake or Cruise
What pace are you setting in top pursuits?
Are you reacting or controlling the pace?
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Fine Tuning your Approach
Create a culture of coaching
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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
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Feel free to contact us if you have additional questions or comments:
Scott: [email protected] or 1.414.921.2550
Bill: [email protected] or 1.713.894.8117
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