In this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system.
At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the revenue target itself. Moreover, the more accurate your forecasts are, the easier it is to make smarter decisions about essential business operations like goal-setting, budgeting, hiring, and cash flow management.
What You'll Learn:
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What sales forecasts are and why they are important
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The link between sales forecasts and business success
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How to reduce sales friction
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Upfront contracts, agreements and outcomes
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How to ask for introductions from your contact people
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Warning signs of a leaky sales pipeline
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Mindsets and proactive activities for full funnel freedom
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Dealing with rejection in sales
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How to weed out your sales funnel
Sales forecasting is almost like weather forecasting. The data can predict a sunny day, but then it rains later in the evening. This means that although it's almost impossible for a sales team to predict future sales perfectly, with rigorous sales forecasting they can get pretty close. However, care should be taken when forecasting your pipeline, because unrealistic expectations can really hurt your sales team.
Resources:
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AFTI - https://afti.ca/
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Predictable Revenue - https://www.amazon.ca/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213
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School of Greatness - https://lewishowes.com/sogpodcast/
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Never Eat Alone - https://www.amazon.ca/s?k=never+eat+alone
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The Infinite Game - https://simonsinek.com/the-infinite-game
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Tech Powered Sales - https://www.amazon.ca/Technology-Quotient-Tony-Hughes/dp/140022652X
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Full Funnel Freedom https://fullfunnelfreedom.com
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Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/
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Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc
