Earlier today we announced InsightSquared Forecasting – the latest addition to our suite of revenue intelligence solutions.
InsightSquared’s Sales Forecasting platform supports the complete forecasting workflow. Sales organizations can now seamlessly deliver accurate forecasts, and more importantly, understand exactly what it takes to meet—or even exceed—expectations.
The new offering expands our suite of Revenue Intelligence Solutions. Today we are the only vendor to deliver Activity Capture, Analytics, AI Forecasting and Guided Selling.
Our mission has always been to help our customers make better business decisions. That could mean hiring those next few AEs, increasing marketing spend, entering a new region or reporting to shareholders. So we’ve delivered a forecasting solution that does exactly that.
At the core, we believe a top-line number is not enough. So we take a bottom’s up approach, ensuring you have all the data, insights and action plans you need to predict and deliver.
So how does InsightSquared help improve Forecast Accuracy and more importantly Sales Execution?
#1: We automate data capture, meaning accurate data from day one.
Activity data is the number one indicator of deal success. It’s critical. If you are basing your forecast on only a fraction of the data the reality is you will have only a fraction of your forecast.
So we automate Activity Capture, enriching your data from the start. We go beyond meetings and emails to capture engagement, changes, adherence to sales processes such as MEDDICC, connection to personas and more. If it impacts deal progression, InsightSquared captures it. You’ll know key details that impact bookings, such as:
- Is the Champion actually participating or just a name in a field?
- Is there a meeting on the calendar in the next 30 days?
- How many contacts are on X Opportunity? (If your rep is single-threaded, that’s an obvious step that was missed.)
- Does the timeline keep pushing?
We also give you deep visibility into the activity that has occurred on each deal so you can truly analyze deal health. When you use InsightSquared to roll up your forecast you’ll know exactly where each deal stands and if you should truly consider them in for the quarter.
#2: We balance manual inputs with Machine Learning.
According to CSO Insights, 47% of sales professionals say rep subjectivity is the top barrier to accurate forecasting. We believe it. We see it daily with customers and prospects.
Manual inputs come with human bias. Whether intentional or unintentional the consequences can be massive.
That’s why we balance your forecast with our Confidence to Close and Ideal Customer Profile machine learning scores. This ensures you aren’t missing critical signs and are investing in the right deals. Our AI-powered weighted pipeline weighs projected monthly bookings, manual forecast, and historical trends stack up with likely ranges of outcome for each. We ask the questions so you don’t have to. Know details such as:
- Does this deal look like other deals you win?
- Does this deal have enough meetings or too many?
- Is your decision-maker engaged at the right level and responding at the right cadence?
#3: We give you more than just a number.
In talking with sales leaders, the frustration is consistent: hours are put into forecasting and all they are left with is a top-line number. A number that does not provide meaningful insights, nor improve execution. This feedback is clear—whether sales leaders forecast in spreadsheets, ad-hoc emails or another tool.
So we took a very different approach—bottom’s up.
We don’t consider your forecast the end-all. It’s one of many data points used to guide reps on what step to take next to move those deals forward, along with the real-time data and machine learning scores we just discussed.
Beyond the data, we provide a strategy and actionable tools, so you know where to prioritize and exactly what to do to execute on each deal. These tools include:
- Pipeline Review Dashboards, that make it easy to focus on the top 10 deals most likely to close and the top 5 deals with the biggest upside. Now funnel meetings turn from inspection to coaching.
- Dynamic Guided Selling Actions that offer in-the-moment guidance to reps and managers on the sales process and best practices.
- Forecasting Insights that enable you to drill in deep and see details such as how your forecast is changing by week, month or any period.
Sales forecasting is not about an algorithm.
We have the best engineers and data scientists in the world, but we’re the first to admit forecasting is not about an algorithm. It’s about execution. It’s about coaching. And that starts with visibility.
Say goodbye to spreadsheets and hello to automation. Goodbye to stale data and hello to complete visibility. Goodbye to reports and hello to actions.
InsightSquared Forecasting is here. Check out this 2-minute video to learn more