Partners in Excellence

NOVEMBER 16, 2020

We continue to get forecasting wrong, at least for complex B2B sales. We keep making the forecast about the number, for example, this quarter we are going to make $1B! Not long ago, I was analyzing the forecasting process for a very large organization. They roughly made to forecast each quarter. And the rest slipped.

Forecasting 111

Forecasting Discount ACT B2B 111

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. What is sales forecasting?

Sales Forecasts 131

Sales Forecasts Forecasting Tools Oracle 131

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. That sure messes up our forecasts, commissions, and company profits, and it lengthens our sales process.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Pointclear

JUNE 12, 2018

Offering discounts in the last quarter savages the margin and seldom solves the revenue shortfall. Qualified leads, i.e. people with a declared need and an intention to buy, will save the forecast. Discounts are for weak people who don’t know how to sell. What's it take to generate leads that fuel your forecast?

Forecasting 113

Forecasting Outsourcing Services Sales Qualified Lead Discount 113

SBI Growth

FEBRUARY 26, 2013

You’re providing accurate forecasts to the CEO. Consumers began asking for steeper discounts as the product matured and the competition caught up. As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Anthony Iannarino

JULY 29, 2020

You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly difficult. However, some factors can help you dial in your sales forecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.

Forecasting 90

Forecasting Sales Forecasts eBook Discount 90

Sales Hacker

FEBRUARY 7, 2025

Pricing in this stage focuses on: Retention: Customer retention becomes a priority, with pricing models designed to encourage long-term commitments, such as annual billing discounts. Data-Driven Decisions: Leverage analytics to fine-tune pricing and forecast customer behavior. Older pricing may not match new goals.

Company 112

Company Scale Retention Margin 112

Sales Hacker

JULY 2, 2019

Getting an accurate sales forecast is almost as important as hitting the revenue target itself. But with so many different sales forecasting methods, how do you know which will give you the most accurate view? According to CSO Insights, 60% of forecasted deals do not actually close. Let’s go back to our Romantic Comedy analogy.

Sales Forecasts 101

Sales Forecasts Forecasting Lead Rank Lead Scoring 101

SBI Growth

JUNE 16, 2013

Forecast says we are down 15% and the CEO wants to reissue quotas. Discount desperation during the last month (a.k.a. You have been on the receiving end of this phone call. ‘I I need more from you and your team this year. Splitting the increase amongst your peers, your number just went up by 5%. I know you can do it.’.

Top of Funnel 282

Top of Funnel Quota Funnel How To 282

The Pipeline

NOVEMBER 26, 2019

If something works once out of ten times, there is hope, and where there is hope, you will find forecasts. (Or Or is it where there are forecasts we find hope?) The problem is buyers are jaded and discount much of what sellers say. Salespeople are an optimist’s sort, how else would we put up with things?

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Sales and Marketing Management

NOVEMBER 12, 2017

At some point it becomes necessary to heavily discount the probabilities of these opportunities closing. A potential warning sign for managers is seeing sellers push back the forecasted close dates on proposals issued two or more times. A common outcome is that sellers have to discount to get the business early.

Top of Funnel 224

Top of Funnel Proposal Quota Pipeline 224

Cincom Smart Selling

APRIL 22, 2025

This strategy centralizes your sales, forecasting, and approval data to create a unified, efficient system. Standardize Your Quoting Process: Use CPQ to enforce consistent pricing rules, discounts, and approval workflows across all teams. Key Challenges: Pipeline bloat: Deals sit in late stages but dont progress, inflating forecasts.

Revenue 48

Revenue Scale Strategy Lead Rank 48

SBI Growth

DECEMBER 26, 2013

But the bi-weekly forecast is done on a spreadsheet. Jerry’s finance organization has implemented an internal process to manage discounts. Jerry leverages his CRM system to manage his opportunities. Instead of relying on the data in the system, Jerry wastes time updating the same information in Excel.

Hiring 282

Hiring SAP Study Retention 282

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Reserve your spot in line.”

Pipeline 243

Pipeline Twitter Discount Hiring 243

Partners in Excellence

OCTOBER 28, 2020

I’ve been having a fascinating discussion on forecasting and forecast accuracy. While we will never be perfectly predictive, we can get better than the current forecast discussions as illustrated below: Manager: “What’s your forecast for the quarter?” Related Posts: What About The Forecast?

Forecasting 72

Forecasting Incentive Incentives Sales Forecasts 72

Zoominfo

JUNE 25, 2021

Amount of discounts applied per sale ( or percent of sales discounts) takes into account the price decrease of the service or product after including a promotion. Discounts benefit the buyer and have the potential to increase short-term sales. The list of KPIs are often most prevalent in the business development sales process.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. Thus, sales forecasting is essential for any sales-driven organization. Thus, sales forecasting is essential for any sales-driven organization. With inaccurate forecasting, you end up putting your job and reputation on the line.

Sales Forecasts 96

Sales Forecasts Forecasting Lead Rank Policies 96

Pipeliner

AUGUST 22, 2019

Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. If key stakeholders are not invested in the relationship with your company, they will have no qualms about pushing for discounts that hurt your bottom line.

Discount 73

Discount Negotiation Forecasting Proposal 73

Sales and Marketing Management

MAY 12, 2019

I would also guess it helps you to have an accurate forecast. You’ll find that trust is magically strengthened, and collaborative deal making takes place. We obviously are interested in having you commit to more technology, pay faster, commit longer, and help us forecast our business. Can they pay faster to earn a higher discount?

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Cincom Smart Selling

APRIL 21, 2025

It also involves selecting the right tools and technologies to streamline workflows, forecast accurately, and improve decision-making. Is our forecast reliable? Forecast confidence How reliable are our predictions quarter over quarter? Sales leaders are being asked tougher questions: Are we focusing on the right deals?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Prepare for the “Discount Talk”. We’ve found that prospects mention discounts in 50% of discovery meetings.

Sales Qualified Lead 130

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 130

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Note to self, need to raise my prices). Customer Care.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Hubspot Sales

SEPTEMBER 24, 2020

Let's dive into the topic a bit further, see how it can help with sales forecasting, and examine some other contexts where it can be employed. Predictive sales analysis generally relies on AI and machine learning to create and shape the forecasts and actionable insight it produces. Sales Forecasting Through Predictive Sales Analytics.

Analytics 126

Analytics Lead Rank Lead Scoring Buyer Persona 126

Cincom Smart Selling

MARCH 29, 2025

But as he scrambled through outdated spreadsheets, manually adjusting pricing and discounts, he realized an errorone that had already been sent to the client. Instead of juggling spreadsheets and emails, sales reps like Jerry can generate accurate quotes in minutes with real-time pricing, pre-approved discount rules, and automated approvals.

Software 48

Software Software Discount Lead Rank 48

Close.io

JUNE 3, 2019

The difference between these two sales managers can be explained through one simple, yet ultra-powerful tool: A Sales Forecast. Before you yawn and your eyes glaze over, realize forecasting doesn’t have to be a complicated or tedious tool to manage. 23+ sales forecast templates for any sales team. How to forecast sales.

Sales Forecasts 91

Sales Forecasts Forecasting Top of Funnel How To 91

Cincom Smart Selling

FEBRUARY 14, 2025

Without strategic alignment, sales teams may struggle with inefficient quoting, poor forecast accuracy, and longer sales cycles. Define Clear Rules for Pricing, Discounting, and Approvals Establish tiered pricing structures that accommodate different customer segments, deal sizes, and volume discounts.

ROI 48

ROI Maximizer Lead Rank Discount 48

Hubspot Sales

JUNE 7, 2021

These plans are central to processes like goal-setting and forecasting — so to help you give you a better grasp on sales budgets as a concept, we've gathered some key information that will help you better understand the what, why, and how behind these documents. Sales forecasts also tend to cover smaller periods of time.

Discount 130

Discount Forecasting Sales Forecasts Trends 130

Smooth Sale

JULY 26, 2018

Your Story About Forecasting Year-end Business. Sales Tips for Forecasting Year-End Business. Abodo Riani, Serial Entrepreneur, Offers Discounted Services Empowering Entrepreneurs. The post Are You Forecasting Year-End Business? Should you be an entrepreneur, all of the above applies. Unfortunately, most miss the mark.

Forecasting 74

Forecasting Quota Hiring Follow-up 74

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Take Control! Haven’t a clue.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Cincom Smart Selling

MARCH 9, 2025

Pricing: Applies real-time rules, discounts, and margin controls. Discrepancies in discounting, causing revenue leakage. Discounting Rules Inconsistentvaries by sales rep. Higher profit margins by reducing unintended discounts. Discount Authorization Needs multiple email approvals. Calculate ROI Now!

Tools 48

Tools Scale Comparison Discount 48

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. They followed up in a week, and again a week later if they needed to. Many saw the desperation of the company and their reps the last week of the month, and just waited for it. Guest Post.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Sales and Marketing Management

AUGUST 3, 2018

Superior sales forecasting. Done well, forecasting renders insight that can guide the way a business manages its resources. However, approximately 85 percent of companies struggle with accurate sales forecasting; more than 66 percent of businesses classify their sales forecasting as ineffective. Securing the best price.

Forecasting 136

Forecasting Sales Forecasts Social Media Buyer Persona 136

Cincom Smart Selling

FEBRUARY 21, 2025

3- Automated Pricing & Discounting For a CPQ solution to manage complex pricing, volume-based discounts, contract-based pricing, and promotional offers, automated pricing capabilities are essential. Also, discounting workflows also guarantee that requests for special pricing are sent to the right approvers without delay.

Discount 48

Discount Guarantee Engineering Proposal 48

Hubspot Sales

MAY 5, 2020

The percent of sales method is one of the quickest ways to develop a financial forecast for your business — specifically for items closely correlated with sales. For instance, if a customer buys a product from a business that has a step cost at 5,000 units, then every unit beyond those first 5,000 comes at a discounted price.

Forecasting 113

Forecasting How To Account Discount 113

Hubspot Sales

AUGUST 19, 2019

Because they were intimately familiar with each of the deals in their forecast, they developed a sort of “sixth sense” about which would close, and when. Since sales teams work off a revenue target , revenue is generally what sales managers focus on when assessing pipeline and forecasting. Maybe you didn’t prospect enough.

Pipeline 110

Pipeline Top of Funnel Discount Pivotal 110

Bernadette McClelland

DECEMBER 30, 2023

I want more TOP LEVEL leaders of business to stop discounting the value of their lower down leaders by not providing them a sounding board, or someone who calls them on their BS. What if the investment in your senior staff contributed to a faster, more efficient, and more forecastable pipeline?

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195