Copyright PLAYER MAP, Inc. All Rights Reserved..
See into the Future
See into the Future
Astound your co-workers
with amazingly accurate
revenue predictions !!!
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
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?
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
Why is it on your Forecast?
Fast 5 qualifiers to focus your forecast
Why?
When?
Who?
$?
Competitors?
Simple formula
Players + Value – Competitor = SALES
Keys to success
Get and maintain visibility
Focus on difference makers
Get rid of dead deals
See Your PipelineAnalyze
Client Project
Client Criteria
Our Position
Our Competitors
Client Players
Value Package
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?
Accelerate, Brake or Cruise
What pace are you setting in top pursuits?
Are you reacting or controlling the pace?
Fine Tuning your Approach
Create a culture of coaching
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
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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