What Industry Experts Say
“The typical buying group for a complex B2B solution involves six to 10 decision makers, each armed with four or five pieces of information they’ve gathered independently and must deconflict with the group.”
“It’s now up to the sellers to meet buyers where they are on an individualized basis – matching the right product and service information to the right customer at the moment of need. Sellers must have an ongoing, continuously updated understanding of B2B customers and their unique needs.”
“When choosing vendors, 89% say it’s very important/very important that vendors provide them with relevant content at each stage of the buying process.”
“Most B2B sales and marketing teams typically function in a “serial,” or linear manner. For years, however, B2B buying has dramatically evolved to a far more digitally dominant buying behavior, rendering much of that commercial model not only out of date, but nearly obsolete.”
Features for revenue acceleration
For reps, it is simple. Win more, make more.
Systematically Win and Expand
Thorough account and opportunity planning wins more deals! Buyer maps visually convey customer roles/responsibilities, power/influence, sentiment, and much more.
Common Challenges:
- No knowledge of prior cycles/use cases or helpful/hurtful stakeholders
- Lack of ongoing account/opportunity intelligence (i.e. 10-Ks, missing stakeholders, etc.)
- Sales unaware of customer challenges/successes internally
Net-New Revenue Acquisition
Win the winnable deals. Never get outsold.
Common Challenges:
- Poor cycle management
- Not systematically generating group consensus
- Undocumented agreed-upon buying process
Systematically Win and Expand
Thorough account and opportunity planning wins more deals! Buyer maps visually convey customer roles/responsibilities, power/influence, sentiment, and much more.
Common Challenges:
- No knowledge of prior cycles/use cases or helpful/hurtful stakeholders
- Lack of ongoing account/opportunity intelligence (i.e. 10-Ks, missing stakeholders, etc.)
- Sales unaware of customer challenges/successes internally
Net-New Revenue Acquisition
Win the winnable deals. Never get outsold.
Common Challenges:
- Poor cycle management
- Not systematically generating group consensus
- Undocumented agreed-upon buying process
Features for revenue acceleration
For sales leaders, it is all about predictability.
Accurate Forecast Commits
Win the winnable deals ON TIME. Avoid slipped deals with mutual buying plans.
Common Challenges:
- Poor forecast review discipline
- Inconsistent forecast predictability
- Poor collaboration (internal/external)
- Bad project management (planning)
Reducing Deal Risk
Avoid surprises by eliminating the guesswork. Know where every deal stands, every time. Buyer maps visually convey customer roles/responsibilities, power/influence, sentiment, and much more.
Common Challenges:
- Not identifying and working power & influence or hidden stakeholders
- Not systematically generating group consensus
- No knowledge of prior cycles/use cases or helpful/hurtful stakeholders
Accurate Forecast Commits
Win the winnable deals ON TIME. Avoid slipped deals with mutual buying plans.
Common Challenges:
- Poor forecast review discipline
- Inconsistent forecast predictability
- Poor collaboration (internal/external)
- Bad project management (planning)
Reducing Deal Risk
Avoid surprises by eliminating the guesswork. Know where every deal stands, every time. Buyer maps visually convey customer roles/responsibilities, power/influence, sentiment, and much more.
Common Challenges:
- Not identifying and working power & influence or hidden stakeholders
- Not systematically generating group consensus
- No knowledge of prior cycles/use cases or helpful/hurtful stakeholders
What Is Your Sales Maturity Score?
Using the 3 most important metrics in sales (pipeline, win rate, and predictability), answer just a few questions to define where you are in your sales career or the maturity of your sales organization. Which category do you fall into?
Testimonials
Crazy Simple Org Mapping & Planning Tools
“I love using Forecastable to help with my account plans and keeping up with any org changes. The platform makes it incredibly simple to drag and drop contacts in and move them around the organization. I also love that I can share my Org Charts with my ecosystem and have them add to them as well. The “Planning” section allows me to break down my organizations even more . . . . I have saved countless hours since switching from Lucid Chart to Forecastable.”
– Global Account Director –
