Reveal: The Revenue AI Podcast by Gong Why revenue forecasting should go beyond your CRM
Feb 26, 2024
Explore the impact of conversation intelligence on revenue forecasting, identifying hidden purchase signals. Understand the limitations of CRM data and the benefits of AI insights in deal progress assessment. Learn how diverse data signals can enhance win rates and revenue forecasting accuracy.
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CRM Data Limits Forecasting
- CRM data entered manually is often incomplete, inaccurate, and biased.
- Critical deal insights hide in sales calls and emails, missed by CRM alone.
Most Deal Data Lost in CRM
- Over 99% of customer interaction details never reach CRM notes.
- Avg. CRM notes contain just 30 words, while calls have about 6,000 words.
Baking Analogy for Forecasting
- Udi Leder Gore illustrated the challenge of forecasting with a baking analogy involving croissants.
- Unseen variables like flour age and oven heat can impact outcomes much like hidden deal factors affect forecasts.