Sales probabilities create dangerous uncertainties
Sales probabilities are consistently inaccurate ,"Dead Certs" unexpectedly falling through, creating significant uncertainty and poor forecasting.
The Challenge
Sales probabilities have become increasingly volatile. "Sure" deals fall through, creating significant uncertainty and eroding leadership confidence in forecasting methods.
- High opportunity volatility creates significant uncertainty
- "Sure" deals unexpectedly fall through
- Poor predictive capabilities in current forecasting methods
- Inability to objectively assess opportunity quality
- Disconnect between initial opportunity assessment and final outcomes
Our Approach
We shift from transactional selling to a solution-driven methodology that aligns selling and buying teams, providing objective measures of opportunity quality.
How We Help
- Shift from transactional to solution selling
- Use campaign checklists and SCOTSMAN® scores
- Objectively measure opportunity quality
Key Outcomes
- Reduce forecast volatility
- Align selling and buying teams
- Implement scientific opportunity scoring
- Create transparent, reliable predictions
Why Choose Us
- Scientific approach to forecasting
- Reduce opportunity volatility
- Minimize "sure" deals falling through
