How to forecast accurately and close swing deals with Chorus
Randy DeHaan: Hey everyone. I'm Randy DeHaan. I lead the course revenue teams at ZoomInfo. In today's in your corner, I'm going to show you in three clicks how you can make sure your forecast accuracy is improving and key swing deals for this month and quarter will close for sure. But what I can do now is look at chorus on the opportunity in salesforce. com, and without clicking a single thing, I can start to unlock a lot of the mystery behind this deal. This is a committed deal for this month. On the right hand side, I can see a time line view of not just all the activity we've done, but the engagement that we've had. Activity could be, we send a hundred emails that they don't respond to. This is showing you how many things you've done, how many things they've done, emails, calls, web conferences. On the left hand side. You can see all of the contacts that you've engaged with through the sales cycle. So we can very quickly see are we above or below the power line? Are we talking to authority? And you know, you can trust this data because it's coming directly from ZoomInfo. What's critically important is what is the context? What's the health of this deal? And there's 139 engagements that we've had with this account through the sales cycle. As a sales leader, I don't have time to sift through all 139 conversations or emails so I need to get to what's going to drive my deal forward or potentially hold it back. So now in a couple key strokes, click number one, I can get really forensic to determine anything in my sales process that I want to identify as a risk, as a next step, what budget came up, when we talked to authority did a competitor happen? So I can just see here risk at this point in the deal. And now those 139 total interactions, flag nine results when a risk happened. And these are AI driven trackers that will help determine in an email or a conversation if there's something that will risk your deal getting closed. But not all risks are created equally. Let's say at this point in the month, I want to know just what risk came up from the authority or the decision- maker. I can look and see, let's here, the legal counsel, were there any risks that were flagged for that contact? And now there's 139 interactions that were whittled down to nine, become two. That was click number two. And now I can see the transcript of those two risks. But where this really starts to unlock is the voice of the customer. So I can click on the transcript and live in Salesforce on the opportunity record, let's hear what the customer has to say about the chances this will close this month.
Speaker 2: Yeah, I'm uncertain what can happen in the next month. Our CEO is getting pretty cautious of spend right now. So I need to get approval from him to continue.
Randy DeHaan: So now, for the first time, if you're a sales leader or you own a quota, you don't have to be at the mercy of the result. You can actually go drive it by getting out of incomplete data and subjected inputs and unlocking the voice of the customer where you're working today.
Do you know if you'll hit your number?
In this week's In Your Corner, Randy DeHaan, VP of Corporate Sales at Chorus, shares how in three clicks you can ensure your forecast accuracy is improving and your key swing deals will close.