Topic

forecast funnel pipeline

A collection of 214 issues

Forecast Qualification Routine

Spent an enjoyable afternoon in the company of an old pal of mine watching the Rugby. He’s scaled dizzying heights bean counting for one of the world’s largest retail luxury brands. He got to telling me about a future cash flow pinch he’s luckily uncovered. The forecast

Forecasting Focus

Fairly regularly I get to rant about the prevalence of all-too-abysmal forecasting routines. A pal of mine (congrats on the new baby, Bren!) currently has his charges attribute one of these tags to deals: 1. Drop Dead (you don’t miss this) 2. Commit (deals you feel will come in

Forecasting categories

it’s long been my opinion that over-complication of forecasts is a disease eating away at proper sales management, whether by a rep themselves, or managers sifting through reams of spreadsheets. A pal of mine, Brendan Gillies, a winner originally from Glasgow currently selling in LA, firmly believes there’s

Qualification Intel

A couple of my customers recently have shown me a one-page doc they use to assess deal Qualification. In the main, most sales training materials will have some kind of qualification checklist element. Probably the most widely known is “scotsman”. It suggests you should conjure up questions/scenarios that come