A dor
A large institution's commencement arrives and nobody noticed there was no open deal.
Com o Partiu Formatura
The outreach window lists upcoming commencements with no deal in progress, sorted by each class's ideal outreach date.
Organisation de la cérémonie · Sales intelligence
Intelligence commerciale des promotions : où prospecter, quelle proposition signe et combien va signer
A graduation company sells to a class that doesn't exist yet, years before commencement, often competing with a rival that already serves the institution. The CRM shows how the operation is doing. Sales Intelligence tells you what will happen and what to do: which institutions haven't been approached, which discount closes the deal and which one just burns margin, how much closes each month and whether the team can handle next year's demand.
O problema e a saída
As dores que Sales intelligence resolve todos os dias
Se alguma dessas situações parece familiar, é porque elas se repetem em quase toda empresa de formatura, até o sistema certo entrar em cena.
A dor
Reps give discounts to close, but nobody knows whether the discount actually closes anything.
Com o Partiu Formatura
Proposal acceptance is measured by discount and margin range, showing where discounts convert and where they only cut revenue.
A dor
The annual forecast is just the sum of the probabilities each rep typed in.
Com o Partiu Formatura
Each stage's probability is measured from your own pipeline history and shown next to the typed-in one, with three scenarios against the target.
A dor
Nobody checks whether the forecast made at the start of the month was right.
Com o Partiu Formatura
A monthly forecast snapshot is saved and never changes, and accuracy compares the forecast with what actually closed.
A dor
Leadership only finds out it's short on reps after the classes have gone to a competitor.
Com o Partiu Formatura
Outreach demand for the coming months is compared with team capacity, with a simulator for hiring and sales cycle changes.
A dor
The institution that graduated a class this year isn't approached for next year's class.
Com o Partiu Formatura
Base renewal shows every institution and program already served that doesn't have its next class yet, with the value of the last one.
Na prática
Exemplos reais de como Sales intelligence trabalha por você
Situações do dia a dia de empresas de formatura, do problema ao resultado, usando os módulos que você vê nesta página.
Forgotten renewals
O cenário
The company served seventy institutions and kept its team focused on prospecting new schools.
Com o sistema
The prospecting view listed the institutions and programs that had graduated a class and had no next class yet, with the value of the last one.
O resultado
The team prioritized the highest-value renewals before opening new fronts, with a ready-made list for each rep.
The discount that didn't close
O cenário
Proposals with discounts above 15% were seen as the easiest to close.
Com o sistema
Acceptance by discount range showed that above 12% the acceptance rate didn't go up and margin went down.
O resultado
The discount approval limits were revised, and the average margin of closed classes climbed again the following semester.
Hiring decided ahead of time
O cenário
The commencement peak two years out required more outreach than the current team could handle.
Com o sistema
The capacity simulator showed the months short on reps and the effect of hiring two reps in the quarter.
O resultado
The hiring was approved six months before the peak, with the scenario saved for the follow-up meeting.
Como funciona
O caminho que a informação faz em Sales intelligence
Cada etapa é um módulo de verdade, e o que sai de uma entra na outra sem ninguém digitar de novo.
- 1MarketProspecting shows institutions, programs and commencements with no deal yet.
- 2PriorityBase renewal and the outreach window tell you where to start.
- 3ProposalAcceptance history guides discount and margin before you send.
- 4PrévisionThe pipeline becomes a monthly forecast in three scenarios, compared with the target.
- 5CapacitéDemand for the coming months is compared with the team and simulated.
- 6AccuracyThe monthly snapshot later shows how accurate the forecast was.
Módulo por módulo
Tudo o que existe em Sales intelligence
6 módulos e 30 recursos nesta página, o mesmo cadastro de turma, formando e evento sustentando todos eles.
Overview and Recommendations
All four fronts in one summary, plus what to do this week.
- Prospecting, proposal, forecast and capacity metrics
- Closing outreach window
- Discounts that don't convert
- Forecast below target
- Overloaded rep and renewal at risk
Institution Prospecting
Where the untapped market is.
- Coverage of institutions and programs approached and with no deal
- Outreach window for upcoming commencements
- Conversion by size, state, program and source
- Competitors already serving the institution
- Renewal of the existing customer base
Proposals
What gets the committee to say yes.
- Acceptance by discount and margin range
- Time until the committee responds
- Versions until acceptance
- Effect of discount approval limits
- Losses on price to competitors and prices charged in contracts
Closing Forecast
How much will close, when and with what confidence.
- Stage probability measured from pipeline history
- Likely closing date for each deal
- Alert for deals closing too late for commencement
- Monthly forecast in three scenarios against the target
- Frozen monthly snapshot and forecast accuracy
Sales Capacity
Whether the team can handle what's coming.
- Workload per rep against portfolio capacity
- Monthly outreach demand against installed capacity
- Rep shortfall in peak months
- Simulator for hiring, cycle, win rate and average deal size
- Saved scenarios to compare later
Assumptions
The company numbers behind the math.
- Months of history considered
- Pessimistic and optimistic scenario factors
- Ideal outreach lead time
- Concurrent deals and outreach per rep
- Automatic forecast snapshot on or off
Encontre o plano ideal para Sales intelligence
Compare os módulos e escolha a configuração que acompanha sua operação.