30 Minutes to President's Club | No-Nonsense Sales #234 - Sales Playbook: Nick and Armand Teach You How To Forecast
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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.
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Master Efficient Pipeline Reviews
- Use a structured pipeline review to unblock deals with your manager.
- Recap each deal in one sentence using clearly defined stages and exit criteria.
Pipeline Review vs Forecast Roles
- A pipeline review focuses on unblocking and advancement, while a forecast creates public accountability.
- Forecasts force predictability, unlike pipeline reviews which focus on professional development.
Be Honest in Pipeline Reviews
- Present your pipeline reality honestly, including risks and mistakes.
- This allows you and your manager to create effective game plans and avoid surprises.