124. How a Buyer Enablement Approach to Deal Review Improves Forecasting w/Garin Hess
Presales Podcast by Presales Collective
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Are You Predicting and Forecasting Deals?
Garin: Most deal review discussions currently go something like this. None of that looks at what is the buyer actually doing? And are they accomplishing the things they need to accomplish? Nor does it look at all the different stakeholders, Garin says. In our own CRM we have a report that we can run on any deal that will show actions that the buyer has to take to get the deal done and have they taken them or not.
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