30 Minutes to President's Club | No-Nonsense Sales
Sales Playbook: Nick and Armand Teach You How To Forecast
Dec 12, 2023
In this podcast, Nick and Armand provide tips and strategies for efficient pipeline reviews and accurate forecasting in sales. They discuss the importance of aligning with your manager, understanding the difference between a pipeline review and a forecast, and the impact of sand bagging on sales. They also share tactics for closing pipeline deals and recommend helpful resources for salespeople.
27:32
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Quick takeaways
- Effective pipeline reviews should focus on unblocking key deals and creating alignment between sales reps and managers.
- Accurate forecasting requires bet on closing deals, alignment with organizational standards, and transparent communication with managers.
Deep dives
Understanding Pipeline Reviews and Forecasts
The podcast discusses the importance of effective pipeline reviews and accurate forecasts in sales. It highlights that the purpose of a pipeline review is to identify key deals in the pipeline and figure out how to unblock them and secure wins. On the other hand, a forecast call focuses on making revenue predictions based on specific deals and creating public accountability. The podcast emphasizes the need for alignment between sales reps and managers during pipeline reviews and forecasts to ensure productive sessions. It also stresses the significance of clear sales stages, exit criteria, and agreed-upon deal progress indicators in pipeline reviews.
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