Welcome to Forecast 2016!

Introduction

A center of knowledge for forward thinking sales leaders

Our Forecast Mission

How?

1. An annual sales conference

Speakers

How?

2. The Sales Science Academy

How?

Exploring the Science of Sales

Using scientific methods to collect and analyze sales data in order to scale sales in a rapid and predictable fashion

The Science of Sales

The time is now!

Three Drivers

GREAT APPS DRIVING

ADOPTION

NEW DATA TECHNOLOGIES

MARKET DYNAMICS

The $1,000,000 question:

Measuring Sales

If you wanted to increase sales by 25% next quarter, what would you need to do?

Analyze your historical sales data

Measuring Sales

Luckily, sales can be easily described mathematically

Measuring Sales

It starts with the traditional sales funnel

Measuring Sales

OPPORTUNITIES * WIN RATE % * DEAL SIZE = REVENUE

Medical Devices

Measuring Sales

Manufacturing

42%

14%What happened here?

WIN RATE

Analyzing Root Causes

There could be many reasons

Different team handling manufacturing leads

Intense competition with niche playersProduct Market Fit

Past successes in the industry

Different buyer

Analyzing Root Causes

This list can get quite long…But it’s finite!!!

Dozens of dimensions to analyze!

Measuring Sales

Industry

Business Size

Geography

Channel

Rep

CompetitorTime to callDecision

Maker

Current systems

Quantifiable and Actionable Insights

Putting it All Together

Sales Formula

DimensionsRoot

Causes

How can we make that happen?

How?

A breakthrough in sales

analytics

A new way for collecting

and analyzing data

A new role within the

sales team

NEW SOFTWARENEW METHODOLOGY NEW ROLE

A New Methodology

Collecting structured data

A New Methodology

Codifying sales (genome)

A New Methodology

Inventing the sales scientific method

A New Methodology

Total sales

Time to close

Stage duration

Win rate

Number of emails

Number of meetings

Funnel conversions

Demo converion rate

Number of calls

Total deals won

Lead to opp conversion

Sales by source

Introducing a new set of metrics

Measuring Sales

A New Sales Role

Introducing: the Sales Scientist

What do sales scientists do?

The Sales Scientist’s Goal

Maximize revenue through scientific analysis of sales data and the generation of actionable and quantifiable insights

The Sales Scientist’s Goal

What Do They Do?

Collect structured data

Three primary responsibilities:

Analyze data in real time

Generate meaningful

insights

A New Set of Capabilities

Sales

TechnologyStatistical Analysis

Customer Facing

Already out there?

New Technology

The challenge is immense and way to complex for humans to perform over excel

New Technology

Neither can old school platforms handle that

4 Billion!Measuring Sales

This is why the science of sales will require a breakthrough technology

New Technology

New Technology

Modern Data Platform

Codified Methodology

Insights Engine

VIDEOtalk about the follow ups

Becoming a super hero

New Technology

Now What?

How?

Get customers on the

platform

Accelerate the

codification of sales

Establish the role as a

new type of sales

professional

NEW SOFTWARENEW METHODOLOGY NEW ROLE

Before I go…

7,200

We’re just getting startedWe’re just getting started