Podcast episode
Sales Playbook: Nick and Armand Teach You How To Forecast
30 Minutes to President's Club12 Dec 202328 min
Description
Every 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4. Bonus: Get the 30MPC Forecasting Guide ACTIONABLE TAKEAWAYS The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast. For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will actually happen. Play the spread. If your commit consists of one deal landing, you should probably have two to four in inventory. Throughout the month or the quarter, your forecast will start to taper. Don't be a sandbag - don’t set a goal or forecast that's way too high. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And then stage four, proposal and negotiation. And the exit criteria for that is did they agree solving the problem that we're able to solve was worth the price that we've presented? And then the last stage is vendor review. And the exit criteria for that, Armand, is getting a signed contract. “This is really important because if you and your boss aren't on the same page of what constitutes a deal moving through your pipeline and the exit criteria at each stage,” you're going to spend a lot of time arguing about where a deal is and what needs to happen to move it forward as opposed to just focusing on how to move it forward. The reason it's also critical to align on your sales process by stage first is I have seen deal reviews where it literally takes 20 minutes to go through a single deal.
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