When will they actually buy? This question is a challenge for most sales reps to answer accurately; sometimes precisely predicting future behavior may be paved with too much optimism rather than reality. Despite this, if you are in sales, in any role, at some point you likely have to predict and even commit to a revenue forecast... Instead of leading a forecasting plan with optimism, implement a proven sales process to proactively manage your pipeline. A proven sales process applies a more systematic and exacting approach that highlights when opportunities will close, and bookings are realized.

1. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
GetontheSamePage:
Align YourClosetothe
Prospect’s Buying Timeline
Presented by Julie Thomas
President & CEO, ValueSelling Associates
December 18th, 2018

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3. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Specificity is a good thing.

4. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Does this sound familiar?
As a manager:
• Salespeople tell you what they think you want to hear
• Salespeople only assess where they are on the 1st of the
month
As a sales rep:
• The same deal forecasted in February was STILL
forecasted this December
• You are expected to forecast your goal, not reality
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®

5. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Outcomes of a Sale
55%
of forecasted
deals
don’t close
*Source: CSO Insights 2010 Sales Management Optimization Study

6. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Note: Responses total greater than 100% because
respondents could choose multiple answers.
• Learn techniques to build reverse timelines with your
prospects that include specific dates for executing a purchase
• Execute written communication with your prospects to
confirm agreements and motivate them to act
• Build credibility with your sales management by delivering on
your revenue commitments
Agenda

7. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Sales
Forecasting
Which is it?
ART SCIENCE
vs

8. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The current
situation
• Pressure on the salesperson to forecast
more accurately
• No time for the “overkill” analysis tools
• Accountability and credibility are often
related
• Companies that can accurately forecast
results are more successful than
companies that cannot

9. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Enough opportunities?

10. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®

11. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Factors
Impacting
Forecasts
• Seasonality
• Economy
• Competition
• Politics
• Demographics
• Weather
• Pipeline
• New product releases
• Pricing actions
• Sales
compensation
• Terms and
conditions
• Sales rep
effectiveness
• Pipeline growth
and activity

12. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
When will they buy?

13. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Business Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
confirm confirm
Qualification as a Process

14. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Qualification dimensions
80
Should they buy?
(from us)
Can they buy?
Is it worth it?
When will
they buy?

15. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The Undeniable Power
of the written Mutual Plan
© 2007-2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®

16. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
A Mutual Plan Written for Closure
Written communication surrounds your sales calls.
The PLAN is the plan for the Prospect to realize Business Value.
Mutual – No new information is introduced.
Confirm, confirm confirm!

17. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Backwards thinking with your prospect
17
Installation
Contract signed
Needs analysis
Prospect’s Business Value
Achieved
Initial meeting (s)
Value
Realization?

18. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
“When can we meet with the
other stakeholders to get their
insight on this initiative?”
“What is the date you need to
demonstrate results?”
“Is there a specific timeframe
you are working toward?”
“Will you please describe your
purchasing process?”
“What steps do you suggest
we complete so you are
convinced?”
“After you make the decision,
then what happens?”
“When we complete these
activities, will you be ready
to move forward?”
“We have agreed to this
timeline….., is that correct?”
“I am going to write up this
summary and send to you via
email, will you review and
respond?”
O-P-C Mutual Plan Questions

19. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
The Plan Letter
Mr. Client Name
Senior Executive VP and CAO
AnyBusiness, Inc.
Dear _________,
Thank you for taking the time to talk with me last week and for your consideration of
ACME to partner with AnyBusiness Inc. to assist you in hitting your business goals.
The purpose of this letter is to summarize our conversation. As you review this,
please feel free to make any changes or additions to ensure accuracy
The primary challenge you face is to <Business Issue>.
To enable this growth, you need to overcome the following challenges:
• (Problem #1)
• (Problem #2)
• (Problem #3)
You mentioned several solutions that you are considering in overcoming these
challenges:
• (Solution #1)
• (Solution #2)
• (Solution #3)
You indicated that overcoming these challenges would enable you to:
• (Value #1)
• (Value #2)
• (Value #3)
As we discussed, ACME is uniquely positioned to enable your business objectives by
be realized. I look forward to receiving your feedback on this document and
summary.
Sincerely,
Account Executive
Business Issue
Underlying Problem
Solution/capabilities
Value, results, metrics,
outcomes discussed
Power
Plan

20. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
TheReverse Timeline 1. Discovery session with _______
2. Discovery summary and investment proposal forwarded
3. Agreement, feedback on discovery summary
4. Trial planning session: TBD
• 3-4 weeks before trial
• Includes collection of internal documents
5. Debrief trial period
• Summarize strengths, gaps
6. Proposal agreement, PO and deposit issued
7. Installation kickoff webcast
• Set expectations
• Two weeks before leader-led workshop
• Installation team finalized
8. Business Value Realized
INCLUDES:
• Key activities you & they need completed
• Proof of concept activities
• Sequencing, timing of committed resources
• Post purchase order activities
• Specific agreed to dates

21. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2007-2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Put the plan in writing!
Take a proactive approach to managing
the steps in your sales cycle.
Minimize the ‘plan creep’.
Bargain when changes are requested.

22. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Improving forecast management
Continuous re-qualification
Confirmed connection to recognized Business Issue
Timebound
Measurable
Quantify and agree upon Value:
Trial close, is the value ENOUGH?
Identify buying process and gain access
to the REAL decision-maker
Backward thinking with a Reverse Timeline
and Mutual Plan
22

23. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Summary
• Evaluate your written communication
• Uncover your prospect’s buying process and
timeline
• Create mutual written plans with prospects
• The focus is on THEM and their value

24. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Questions?

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Go to valueselling.com > resources > library > watch
to download today’s slides
At the end of today’s webinar

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26
Proactive Time Management Strategies for 2019
January 17, 2018 | 10:00 AM Pacific
Save the date!

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28. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Thank you!
• Keep it simple. Drive Results.
Julie Thomas
+1 858 759 7954
Julie.thomas@valueselling.com
in/julieathomas ValueSellingAssociates
Thank you!