PRISM

Turn your CRM into an Opportunity Scoring Engine

PRISM Score
82

Predictive Opportunity

PRISM Score
65

Forecastable Opportunity

PRISM Score
57

Pipeline Opportunity

  

THE PRISM DIFFERENCE

PRISM uncovers risk and momentum in your pipeline to improve sales outcomes

28 %

Higher revenue growth in companies that master pipeline management

99 %

of Predictive opportunities using PRISM close

< 10 %

Amount of sales time spent actively selling opportunities they will ultimately win

WHAT IS PRISM?

  

These days forecasted revenue opportunities are anything but certain. Using standard revenue forecasting methodologies, only 47% of forecasted opportunities ever close. Add to that the requirement to close the opportunity on time, and the percentage fall even further, to less than 25%. PRISM is a simple-to-use, game-changing framework that takes all of the guess-work out of revenue forecasting in B2B sales environments.

How It Works

The path to reliable sales forecasts and accurate pipeline data is easier than you think. Our proven process ensures seamless integration of PRISM into your sales organization.

 

Let us guide you to predictable revenue.

Step1: WORKSHOP

We work with your team to understand where risk and momentum exist in a typical sales opportunity and collaborate to structure your sales processes.

STEP 2: DATA MODELING

Analyze current sales data and build correlations to our findings from the workshop.

STEP 3: ALGORITHM CUSTOMIZATION

This is where art meets science. We build a custom algorithm designed to produce reliable opportunity scores for your sales team.

STEP 4: IMPLEMENTATION

CRM implementation is critical at this point. We support your bespoke process with initial reports and dashboards that provide ongoing visibility.

STEP 5: TRAINING

Next we teach your sales team how to get the most out of PRISM.

STEP 6: ONGOING SUPPORT

Continuous improvement is critical to the ongoing success of any sales organization. We support your team with the analytics necessary to continually optimize PRISM.

WHAT CAN PRISM DO FOR YOU?

Immediately improve sales performance

Use evidence-based opportunity management

Make Sales Forecasts Predictable

Help sales maximize their time

Increase the use of Salesforce.com

Improve quality and integrity of data

Minimize sales blind spots and surprises

Increase visibility into pipeline health

Make pipeline meetings more valuable

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6 DATA-DRIVEN WAYS TO MEASURE PIPELINE HEALTH

Volume

Do we have enough opportunities in the pipeline? How many opportunities have progressed to be forecastable or predictive? How many more do we need to fill that gap and reach the target?

Variety

Do we have revenue concentration risk in the pipeline? How many opportunities are early stage vs late stage? How many are of existing clients vs net new customers?

Value

Do the customer’s business drivers align with our value propositions? Is there potential for account growth and follow-on business? Does the CLTV:CAC ratio work?

Velocity

What are the average days in stage of an opportunity? How many opportunities have stagnated? How many have compelling events tied to the opportunity?

Veracity

Are we where we think we are in the deal (PRISM)? Do the PRISM scores support the sales forecasts? What are the stage-to-stage conversion rates?

Visualization

Is there visibility for executives, managers, and the front-line? Does our CRM make salespeople more effective on their own? What metrics, reports and dashboards do we need to have in place?

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