Download - Larry D'Angelo - Better Forecasting Accuracy - Shorter Buying Cycles

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Better ForecastingShorter Buying Cycles

Larry D’AngeloSenior Vice President Sales - LogMeIn


Possibilities Increase With Connectivity

• 540,000 Subscribers

• 19 Million Accounts

• 55 Million People

• 250 Million Devices


2 Key Forecast Accuracy Attributes to Influence

• Probability (0 to 100%)

– Will we win this deal• Timing

– If we win, can we actually predict when it will close

How can sales influence to better predict deal closure


3 Steps to Better Deal Predictability

1. Focus less on “sales rep driven activities” and more on buyer communications

2. Manage reps to tasks that most represent buyer commitment3. Create compelling events to influence/direct buyer timing

Need to change rep behavior


3 Keys to Changing Rep Behavior

1. Develop progressive Questioning Methodology

2. Call Monitor, Role-Play and coach to specific deal scenarios

3. Map sales cycle cadence to Pipeline tasks directly into your CRM


Develop Questioning Methodology

7

BUDGET• Do they have budget?• Is it approved?

AUTHORITY• Who has to say yes to this purchase?• Who can say no?

NEED/PAIN• Did the customer say we can meet their

needs?• Do they want to buy LogMeIn?

PROCESS• What is the approval, buying AND legal

process – they are different!

TIME FRAME• When will they buy?• Why? What compelling event did you create?• What if they do nothing – what bad thing

happens?

COMPETITION• Is the customer looking at other solutions?• If so, are they telling you we are winning –

YOU MUST GET A YES HERE!

First Call Outcome - FCO


Call Monitoring/Scoring


Role-Plays


Inside Sales Pipeline


Sales Process in Salesforce.com


Most Influential Forecast Predictor

If no one tells you you’re winning, you’re losing