Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

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    13-Sep-2014
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Data.com Connect presents Bill Rust and Peter Ekstrom - See Into the Future.

Transcript of Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Page 1: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom
Page 2: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Copyright PLAYER MAP, Inc. All Rights Reserved..

See into the Future

Page 3: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

See into the Future

Astound your co-workers

with amazingly accurate

revenue predictions !!!

Page 4: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

How accurate are your revenue forecasts?

Taking a pipeline x-ray

Forecasting revenue in your pipeline

Applying a proven formula for success

Developing and executing strategies

Fine tuning your approach

Page 5: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Why the mystery?

Guesswork

Overly optimistic predictions

Not aligned with Players

Not presenting value

What are your top challenges when it comes to forecasting

revenue?

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The cost of failure

High cost of sales / Misallocation of

resources

End of quarter scramble

Reputation in company may suffer

Worst of all..sales teams become

desperate

Page 7: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Why is it on your Forecast?

Fast 5 qualifiers to focus your forecast

Why?

When?

Who?

$?

Competitors?

Page 8: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Simple formula

Players + Value – Competitor = SALES

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Keys to success

Get and maintain visibility

Focus on difference makers

Get rid of dead deals

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See Your PipelineAnalyze

Client Project

Client Criteria

Our Position

Our Competitors

Client Players

Value Package

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Basic strategies

Push: you are strong, so push to win now!

Piece: key competitors are very strong, so focus on securing a piece of the solution

Plus: change the ground rules by adding “plusses” for the client to consider

Which strategy

should you use most

often?

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Accelerate, Brake or Cruise

What pace are you setting in top pursuits?

Are you reacting or controlling the pace?

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Fine Tuning your Approach

Create a culture of coaching

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QUESTIONS

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending

Taking a pipeline x-ray

Forecasting revenue

Formula for success

Executing strategies

Fine tuning your approach

Page 15: Data.com Connect Presents - See Into The Future @connectmembers @Billrust @PeterEkstrom

Feel free to contact us if you have additional questions or comments:

Scott: [email protected] or 1.414.921.2550

Bill: [email protected] or 1.713.894.8117

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