Control, or Be Controlled: Sales Forecasting Done Right<\/a><\/p>\n <\/p>\n
\u2026With a defined qualification methodology like MEDDICC, sales management can quickly diagnose each opportunity in a forecast roll up, prescribe next steps to ensure closure, and prioritize high velocity or high value deals. Here\u2019s how MEDDICC breaks down \u2014 with corresponding example questions to ask in the forecast call or meeting:<\/p>\n
M<\/em>etrics\u00a0<\/span>\u2026\u00a0Example forecast question: Have we (the sales team and\/or customer) developed a business case \/ ROI that justifies an investment in our solution?<\/em><\/p>\nE<\/em>conomic buyer\u00a0<\/span>\u2026\u00a0Example forecast question: Do we have a mutually agreed-upon process and timeline with this buyer to transact in the sales period?<\/em><\/p>\nD<\/em>ecision criteria\u00a0<\/span>\u2026\u00a0Example forecast question: Do we know and can\/have we influenced and met their technical and business criteria to align with our proposed solution?<\/em><\/p>\nD<\/em>ecision process\u00a0\u2026<\/span>\u00a0Example forecast question: Do we understand the decision process and players? Do we have time and the political alignment to execute in the forecasted timeframe?<\/em><\/p>\nI<\/em>dentify pain\u00a0<\/span>\u2026\u00a0Example forecast question: What is the compelling event or sense of urgency for them to complete the deal in the forecasted timeframe?<\/em><\/p>\nC<\/em>hampion\u00a0<\/span>\u2026\u00a0Example forecast questions: Who is\/are our champion(s)? Have you tested the champion? How confident are they of completing our deal in the timeframe? Do they have more juice than our competition has?<\/em><\/p>\nC<\/em>ompetition<\/span>\u00a0<\/span>\u2026\u00a0<\/span>Example forecast question: Have we beat or are we on the path to defeating our competition in the allotted timeframe?<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"\u00abDon\u2019t trust your forecast roll up to spreadsheets and CRM tools alone!\u00bb \u2026some of the archetypes behind common forecasting errors at all levels of a sales organization: Rose-colored Glasses Glen\u00a0is too optimistic about every opportunity he sees in his pipeline. Hard of Hearing Harry\u2019s ears are too full of wax to hear that his prospect […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[38,174],"tags":[],"class_list":["post-521","post","type-post","status-publish","format-standard","hentry","category-marketing","category-sales"],"jetpack_featured_media_url":"","jetpack-related-posts":[],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/521","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/comments?post=521"}],"version-history":[{"count":0,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/521\/revisions"}],"wp:attachment":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/media?parent=521"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/categories?post=521"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/tags?post=521"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}