PRISM uncovers risk and momentum in your pipeline to improve sales outcomes
Higher revenue growth in companies that master pipeline management
of Predictive opportunities using PRISM close
Amount of sales time spent actively selling opportunities they will ultimately win
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.
We work with your team to understand where risk and momentum exist in a typical sales opportunity and collaborate to structure your sales processes.
Analyze current sales data and build correlations to our findings from the workshop.
This is where art meets science. We build a custom algorithm designed to produce reliable opportunity scores for your sales team.
CRM implementation is critical at this point. We support your bespoke process with initial reports and dashboards that provide ongoing visibility.
Next we teach your sales team how to get the most out of PRISM.
Continuous improvement is critical to the ongoing success of any sales organization. We support your team with the analytics necessary to continually optimize PRISM.
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
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?
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?
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?
What are the average days in stage of an opportunity? How many opportunities have stagnated? How many have compelling events tied to the opportunity?
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?
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?